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Best Practices, Learnings, Wins, & Tips

Come chat about industry, trends, roles, and everything in between.

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200 Topics
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
31 Sales KPIs Every Sales Team Should Track in 2024Blog

Struggling to reach your sales targets? You’re not alone.Exceeding sales targets was the top goal for sales managers in 2023. In a HubSpot survey, 34% of respondents answered that exceeding quotas or targets was their main priority. This was followed by making the sales process more efficient (29%) and targeting new markets (28%).Sales managers—especially those in the field—often feel like they’re not hitting their goals.C-Suite executives, ownership groups and shareholders always expect more.Whether or not you hit last year’s targets, the bar typically gets set higher each year.What are you supposed to do for a sales manager like yourself to reach their level?Set sales KPI goals and track them regularly.Without your hands in the numbers, you’ll have no idea whether or not you’re on the right track to reach or exceed your sales targets.In this comprehensive guide, we’ll break down the most crucial sales KPIs you need to know (and how to track them). Feel free to skip to a section that

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Scott K Wilder
Expert Contributor
11 months ago
Andy Byrne
Clari
Andy ByrneClari
published in Best Practices, Learnings, Wins, & Tips
How AI is transforming the most important part of your business: revenue

AI is fundamentally rewriting what's possible in business.It's improving enterprise processes, unlocking new business models and use cases, and helping teams tackle challenges they didn’t even know existed.But nowhere is AI’s impact more noticeable than in revenue.Predictive AI, Descriptive AI, Generative AI – it's all coming together at lightning speed to provide revenue teams with real-time insights and automated actions across every revenue workflow.To help you lead the way with AI integration, let’s look at how revenue is changing today and where it’s headed from here. Predictive AI is a forecasting powerhouseWhen we launched Clari in 2012, our goal was to address a staggering pain point.At companies, both big and small, the board of directors couldn’t answer a fundamental question. Will we meet, beat, or miss on revenue this quarter?These boards had:Tons of data Emerging technology Reports from sales leadershipWhy couldn’t they answer this question?Simply put, everything was scatt

350
Andy Byrne
Clari
11 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
posted in Best Practices, Learnings, Wins, & Tips
Salesforce Validation Rules in Clari (Post getting traction)

An oldie but goodie. A post from 2023 is getting views and reactions, so you might want to check it outSee below  

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Scott K Wilder
Expert Contributor
11 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
SalesTechStar Interview with Rohit Shrivastava, Chief Product Officer at Clari

You can access the original article here Rohit Shrivastava, Chief Product Officer at Clari highlights more on Clari’s latest product enhancements and it’s all in one revtech capabilities:___________Welcome to this SalesTech Star chat Rohit. Tell us about your journey in the B2B tech market, what are you most looking forward to in your role at Clari?I’m a product builder and scaler. I’ve always enjoyed solving complex problems through products with a customer-first, founders’ mindset. I’ve been able to do this throughout my career – multiple times at Cisco, at Amazon, and most recently at Anaplan, both in consumer as well as enterprise markets. I’m looking forward to furthering that journey here at Clari – during a time of such immense transformational opportunity for the company and its customers.Another key aspect of my role that I’m particularly excited about is helping to continue building world-class product teams. I’m impressed by the culture we have here at Clari, which focuses f

370
Scott K Wilder
Expert Contributor
11 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
Article from Tech Monitor: Why revenue teams need to be empowered through data optimizationNews

Link to original article hereWhy revenue teams need to be empowered through data optimisation Organisations are increasingly looking to embed emerging AI and machine learning technologies across all aspects of operations. Philip Cooper, group VP of product at Clari, shares how generative AI has the potential to revolutionise the revenue function.AI and machine learning technologies are disrupting nearly every sector, and enterprises are reshaping their processes and strategies accordingly. Now, with the step change of generative AI, which is capable of generating complex textual and visual outputs from minimal prompts, those boundaries have been pushed even further to transform marketing and sales, alongside rapid technological transformation and shifting consumer demands.AI can take care of mundane but essential activities, so revenue teams can focus on their customer and sales strategies. (Photo by Fizkes via Shutterstock)With 90% of commercial leaders looking to utilise generative A

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Scott K Wilder
Expert Contributor
11 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
Decoding Revenue Cadence: The Blueprint for Predictable Revenue GrowthBlog

 Mark Parrinello is retiring.He's had a long and successful career in various sales leadership roles (Cohesity, Nimble Storage, NetApp, Kovarus, and CA Technologies, among others) and, most recently, as Chief Revenue Officer (CRO) at SentinelOne for the past four years.Over the past few decades, Mark has been, worked with, worked for, and hired all sorts of revenue leaders - from sales reps to front-line managers, to 1st/2nd/3rd/4th leaders, to CROs.He's seen it all.Andy Byrne, Clari CEO, chatted with Mark recently about his time as CRO, how he looks at hiring on the revenue side of the house, and how he thinks about (and runs) a revenue cadence.Let's start with the CRO, the fastest-growing job in America in 2023. What makes a top-notch CRO?We love a solid CRO. So much so that we launched our first annual CRO Awards in 2023. Not surprisingly, Mark is on the list.So we asked Mark what qualities he looked for in hiring his replacement, Michael Cremen."Someone who has seen $1-2B. A person

340
Scott K Wilder
Expert Contributor
11 months ago
Andy Byrne
Clari
Andy ByrneClari
published in Best Practices, Learnings, Wins, & Tips
I am in the trenches with our customersBlog

When it comes to our customers, I’m with them, in the trenches every day.  It’s a passion.It’s the most important part of my work as CEO.- Our customers (generally CROs & CEOs) deal with the biggest problem in the company – Revenue Leak.  It’s a $2T concern, I feel their pain.- We solve problems together, making a meaningful difference in their companies  – creating, converting and closing more pipeline.- We innovate together. Some of our best innovations have come from listening carefully to our customer’s needs.  They are at the root of our innovations.If I’m not an active part of these conversations, I’ll miss critical business-building information.This is not bullshit by the way. We dotted line to the customer.  It’s the job.And when they win, we win!.Some tips…1.  Look ahead, book meetings, get a mix: Always ensure that your week is covering 3-5 customer calls (minimum) per week, across different segments and geos.2. Put your product manager hat on: How is your team building n

361
Oscar Armas-luy
New Contributor
11 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
5 Keys to RevOps Success (From Top Execs)Blog

RevOps is the secret weapon for successful B2B companies. RevOps is the secret weapon for successful B2B companies. Across every revenue activity, an empowered RevOps team will improve processes, spark communication, and drive efficiency. All with a single goal: Drive bottom-line growth. At September’s Charge Conference, Kyle Coleman (Former CMO, Clari) talked about RevOps with two top execs. Anil Kumar (Head of RevOps, Asana) and Haley Katsman (VP RevOps, Highspot) broke down the role of RevOps and their keys to success. Here are 5 takeaways:1. Set a North StarWhen RevOps kicked off a few years ago, leaders focused on bringing together Marketing, Sales, and CS. But experienced revenue operations leaders know they need to look beyond the org chart. Instead: Know your North Star. For RevOps teams, this means accelerating revenue as fast as possible. This North Star should drive every other action. Identify revenue impacts. With your North Star in mind, cast a wide net for revenue impact

291
Oscar Armas-luy
New Contributor
11 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
It’s Time to Hand Out Awards: Announcing the 2024 RevOps Award WinnersBlog

2024 Revenue Operations WinnersThe RevOps work out there is mind-blowing  Every day, RevOps pros dive head-first into the details. Data hygiene, forecasting, slipped deal reduction, seller productivity, and more. They deserve some major recognition. That’s why Clari launched the first annual RevOps Awards to celebrate standout performances.We asked for nominations. And you delivered. What. A. List. We’re excited that so many peers giving their RevOps colleagues the recognition they deserve.Across the board, RevOps pros are stepping up with innovative solutions and (frankly) brilliant tactics. It was tough to narrow this amazing list of nominees down. And this is only our first year hosting this award. We can’t wait to see what future nominations (and RevOps pros) bring. Without any further adoHere are the winners of our first Annual RevOps Awards. Congratulations!Michael TiangGlobal Head/VP Revenue Operations, Bandwidth IncMichael is a phenomenal RevOps operator currently managing a Re

951
Oscar Armas-luy
New Contributor
11 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
How to Prepare Your Revenue Team for Success in 2024 with Paige O’Neill, CMO at Seismic.Videos and Podcasts

 As we embark on this new year, the question arises of how can our revenue teams position themselves for success in 2024? It requires a thoughtful, well-played strategy for the challenges and opportunities that lie ahead. Paige O’Neill, CMO at Seismic, specializes in positioning revenue teams to be as successful as possible and has played a crucial role in driving Seismic's strategies in the competitive market landscape. In this episode, Paige discusses the growth of enablement in organizations, the evolving challenges faced by sales teams in a selling environment, the role of technology in sales training and enablement, and the impact of collaboration and a holistic approach within the go-to-market team for sustained success.Here’s what’s inside: Cultivate a year-round enablement ecosystem. Successful enablement programs are not just about energetic launch events; they're about creating an ecosystem of sustained support that aligns with your go-to-market initiatives. This calls for in

180
Scott K Wilder
Expert Contributor
11 months ago
Kenna
Community Manager
KennaCommunity Manager
published in Best Practices, Learnings, Wins, & Tips
How to Prepare Your Revenue Team for Success in 2024

As we embark on this new year, the question arises of how can our revenue teams position themselves for success in 2024? It requires a thoughtful, well-played strategy for the challenges and opportunities that lie ahead.Paige O’Neill, CMO at Seismic, specializes in positioning revenue teams to be as successful as possible and has played a crucial role in driving Seismic's strategies in the competitive market landscape.In this episode, Paige discusses the growth of enablement in organizations, the evolving challenges faced by sales teams in a selling environment, the role of technology in sales training and enablement, and the impact of collaboration and a holistic approach within the go-to-market team for sustained success. Here’s what’s inside:Cultivate a year-round enablement ecosystem. Successful enablement programs are not just about energetic launch events; they're about creating an ecosystem of sustained support that aligns with your go-to-market initiatives. This calls for integ

180
Kenna
Community Manager
11 months ago
Andy Byrne
Clari
Andy ByrneClari
published in Best Practices, Learnings, Wins, & Tips
3 lessons for building and scaling a winning team

Nobody launches a legendary revenue career alone.Whether you’re growing a startup from scratch or taking over an emerging company, you’re in the team-building business.Over the last decade, we’ve scaled Clari from a small founding team to an organization of 700+. Along the way, we’ve taken essential steps to build and scale our winning team.When done right, the collective efforts of a well-aligned team can really push the company forward.Here are my three tips to get you started – specifically for going from 0 to 100 employees.Remember, a legendary career is often a reflection of the strength and synergy within the team you’ve built. 1. Identify early attributesYour first 25 hires have an outsized effect.They establish the company culture. They help you break through business barriers. They often move on to key leadership positions.Make sure you’re hiring right.At Clari, there was a clear criteria we used for early hires. We looked for what I call “athlete generalists.”Athlete generali

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Andy Byrne
Clari
11 months ago
Kenna
Community Manager
KennaCommunity Manager
published in Best Practices, Learnings, Wins, & Tips
Sales Pipeline Coverage Ratio - Everything You Need To Know

Every enterprise sales rep has probably heard this rule of thumb: Fill up your pipeline with at least 3X your revenue targets for that period, and you’ll be in good shape.But where’s the evidence that justifies that rule? Dave Kellogg, a Silicon Valley insider and serial enterprise software CEO, once poked fun at the decades-old adage: “It makes sense: 2X seems tight and 4X seems rich. So, through the Goldilocks Principle, we ended up with 3X.”Sales managers use pipeline coverage to get a snapshot of how potential deals stack up to their revenue targets. Checking this metric early in the current sales period — or, even better, for upcoming quarters — can alert sales managers to the most pressing scenarios: deals that are slipping, not enough prospects to hit quota, etc. But the standard 3X rule isn’t a one-size-fits-all solution and won’t give sales organizations the accuracy they need to hit their numbers.So how do you set the right goals for your organization’s pipeline coverage? Let

580
Kenna
Community Manager
11 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
posted in Best Practices, Learnings, Wins, & Tips
Every CRO needs an AI strategy

 @Kevin Knieriem, Clari's CRO, recently wrote a column in Selling Power magazine* about the importance of every CRO needing to formulate an AI strategy that delivers scale and growth while improving employee satisfaction and job satisfaction. In the article, he describe 5 key principles CROs need to consider when formulating their AI strategyCompanies will differentiate and win based on proprietary data and workflow integration. AI models have become widely accessible to competitors. For Chief Revenue Officers (CROs) aiming to transform revenue processes and achieve significant results, the key is understanding that the success of AI models depends on the quality of the data they receive and how effectively that data is integrated into specific revenue workflows. In other words, achieving breakthrough results in revenue generation requires careful consideration of data quality and its integration into tailored workflows. Keep your eye on these two key outcomes. First, CROs need to focu

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Scott K Wilder
Expert Contributor
11 months ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
How to Cultivate Talent and Enhance Skills with Mike Esterday, CEO of Integrity SolutionsVideos and Podcasts

  Cultivating talent can be tricky for your sales team, but it’s essential. And it’s not just about hiring the right people but enhancing and nurturing current employees' skills to run revenue in a more efficient and effective way. In this episode of the Run Revenue Show, Mike Esterday, CEO of Integrity Solutions, shares the secret of how to hire, keep, and grow talent so you can run revenue like a pro.Here’s what’s inside:* Align personal purpose with professional goals. It’s important to engage in conversations that uncover employees’ intrinsic motivators and facilitate a deeper understanding of how their personal aspirations can be achieved through their roles. By defining and reminding your team members of the larger mission and the impact they are making for customers, you create a customer-centric mindset that drives performance.* Develop a growth mindset in sales teams. Focus on not just what your teams are achieving but how they're achieving it. Encourage a culture of continuou

230
Scott K Wilder
Expert Contributor
11 months ago
Kenna
Community Manager
KennaCommunity Manager
published in Best Practices, Learnings, Wins, & Tips
What Is Net Dollar Retention and Why Is It Important?

SaaS companies need repeat customers. After all, the definition of a SaaS business is one that delivers a service, usually through subscription, to be used by a customer repeatedly over time.To succeed and grow, SaaS companies need to focus on the retention, engagement, and potential of their existing customers. That’s in part because acquiring new customers is hard, as well as expensive and time-consuming. Leveraging customer success as a true revenue driver relies on delivering mutual value.Data proves it. According to Gartner, customers who get value from an interaction with a vendor’s customer success team are 82% more likely to renew their subscription and 97% more likely to share positive word-of-mouth endorsements about the company. In other words, great customer service has the power to unlock recurring revenue and customer loyalty.That’s where net dollar retention comes in. A revenue metric that essentially recalculates your annual recurring revenue(ARR) to incorporate growth 

781
Kenna
Community Manager
1 year ago
Eden Penfield
Clari
Eden PenfieldClari
posted in Best Practices, Learnings, Wins, & Tips
How Airtight is your Quarterly Cadence?

It’s that time again for many companies in the SaaS space: end of Fiscal Year / New FY Kick Off! With this turning of the corner, many Revenue teams examine their current workflows and kick off new processes, but how frequently are these changes made in the context of the Quarterly Cadence?  What is a Revenue Cadence?As our own Kevin Knieriem has defined it, it’s the ongoing motion of revenue moments that revenue teams leverage across quarters to deliver predictable, repeatable revenue processes.  What kinds of revenue moments are these?All of these processes you examine and kick off and tweak regularly:Manager / Rep 1:1s Slipped Deal Reviews TOFU Reviews Forecast calls and on and onHow can Clari help with these? Clari is uniquely positioned to help, not only execute these moments, but also articulate and design your cadence. We have created a number of resources to help revenue teams give thought to and enable their teams on a more rigorous cadence. Here are just a few:The Revenue Cad

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Kenna
Community Manager
1 year ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
posted in Best Practices, Learnings, Wins, & Tips
Fastest Growing Roles: Chief Growth Officer (#1) and Director of Rev Operations (#4)

Breaking news: LinkedIn's Jobs on the Rise 2024 Report is just out. Included on the list of the 25 fastest growing jobs are Chief Growth Officer at #1, and Director of Revenue Operations at #4.To help you in one of these roles, surf around the site and check out such areas as our Videos and PodcastsWhat do you think your next role will be? How can we help you accelerate your career and achieve your career goals? 

370
Scott K Wilder
Expert Contributor
1 year ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
How To Maximize #Pipeline and #Forecast Accurately with Jeremey Donovan, EVP of RevOps and Strategy at Insight PartnersVideos and Podcasts

   Pipeline generation and forecasting accurately are two essential factors that play into revenue acceleration. And let's face it… it can be a challenge to balance them both. Lucky for you, Jeremey Donovan, EVP of RevOps and Strategy at Insight Partners, joins the Run Revenue Show to share how top performers maximize pipelines and forecast accurately. Tune in to hear Jeremey share the strategies behind it all.Here’s what’s inside:* Foster discipline in pipeline generation and management. It's crucial to take a closer look at where deals are coming from and how valuable they really are. Set up regular meetings with your team to carefully examine the pipeline, figure out which leads are the most promising, shift your focus to activities that actually bring in results, and concentrate on creating opportunities.* Prioritize human capital and define processes. Having a skilled team and effective processes is more crucial than just relying on technology. Focus on building a strong team to f

220
Scott K Wilder
Expert Contributor
1 year ago
Prerna Singh
Clari
Prerna SinghClari
posted in Best Practices, Learnings, Wins, & Tips
Mistakes to avoid when recording calls on Clari Copilot

If you are in the club of recording your calls and reviewing it and uncovering insights from your customer conversations and eventually smashing your quotas, hi there! 😃 And if you are someone whose call went unrecorded on Clari Copilot, I might have the solution for you so that it doesn’t happen again so keep on reading…. Do I need to invite Copilot to each of my calls? Am I missing something?Heck no! By default, Copilot automatically joins all your meetings with a video link and at least one participant from an external email domain (not the same as your team) to avoid recording internal meetings. But you can toggle the button to record internal calls too : Your Copilot admin can change the default settings inside Workspace settings to customize the recording preferences for your organization too. Top mistakes to avoid when you are a newbie on Copilot and you want all your calls to be recorded :  1.Copilot has a buffer time of 10 mins. Copilot will join the call and wait for up to 1

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Kenna
Community Manager
1 year ago
Kenna
Community Manager
KennaCommunity Manager
published in Best Practices, Learnings, Wins, & Tips
Sales Metrics and KPIs Every Revenue Leader Should Track

As the old adage goes: You can't manage what you don't measure. In sales, accurate measurements could mean the difference between hitting your number or coming up short. This is where sales metrics and KPIs come in. Without them, you'll be left in the dark when it comes to leading your revenue team to success.Thanks to powerful AI-based solutions, we now have more sales data than ever at our fingertips—but just having access to sales metrics isn't enough. In order to run revenue effectively, it's essential to know what to measure and how to interpret the results.Here's how to ensure your business selects the right sales KPIs, tracks those metrics consistently, and works to improve sales performance and achieve revenue precision. What is sales analytics?Sales data analytics is the review of sales data, metrics, and trends to gain insights that can improve sales team performance, sales productivity, and sales effectiveness; help drive accurate sales forecasts; and refine the overall sale

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Kenna
Community Manager
1 year ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
Scale Your Go-To-Market Structure with Harrison Rose, CEO of GoodFitVideos and Podcasts

 Structuring your overall go-to-market approach is a common pivotal pain point, but it’s also one of the most essential practices to nail. The question you need to answer is this: How do you currently navigate the challenges of scaling and growing your business, especially in terms of structuring your go-to-market approach?Lucky for us, Harrison Rose, CEO of GoodFit, specializes in this area to boost business revenue. In this episode of the Run Revenue Show, Harrison discusses strategic customer targeting and the importance of timing in getting in front of the right customers, utilizing data to inform go-to-market strategies and sales processes, the challenges and importance of building outbound machinery, maintaining data quality, defining ideal customer profiles for effective sales outreach, and more. Here’s what’s inside: - Focus outbound marketing efforts on the right customers. This involves using qualification rates to assess if outreach is aimed at the appropriate prospects, whi

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Scott K Wilder
Expert Contributor
1 year ago
Kenna
Community Manager
KennaCommunity Manager
published in Best Practices, Learnings, Wins, & Tips
Groove Best Practices for Account Executives (AEs)

Connecting with the appropriate individuals, fostering relationships, accurately pinpointing accounts or prospects, and team collaboration to reach the goal are just the beginning of the AE’s role and responsibilities.Check out some best practices geared to help you achieve your goals:Set up Groove to automate the time consuming tasks Manage hundreds of accounts simultaneously Accelerate response times and increase percentage of meetings booked Collaborate to Generate More High-Quality Opps and Close More Deals  Set up Groove to automate the time consuming tasks.As a seller, time is money! By leveraging automation, you can focus on building relationships and moving deals to close. Automatic Activity CaptureEnabling both email sync and calendar sync (available for both G-Suite and Microsoft 365 users), will eliminate the need for you to manually log any of your activities to Salesforce. If you have an email conversation or a meeting with any leads or contacts, Groove will automatically

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Kenna
Community Manager
1 year ago
Andy Byrne
Clari
Andy ByrneClari
published in Best Practices, Learnings, Wins, & Tips
Win Every Revenue Moment: The Game-Changing Role of Revenue

There's a new standout player in B2B companies.A player that's:Sealing revenue leaks Bolstering sales teams Skyrocketing win ratesA player who doesn't act alone.At Charge: The Revenue Summit, I shared a deep-dive look at the role of revenue teams, the way they're evolving the sales game, and how Clari is building the all-in-one revenue platform so these players can be even more effective.Here are my top 4 takeaways. 1. Welcome to The Age of Revenue Teamwork makes the dream work.Savvy B2B teams are moving away from the siloed days of the past. Days when sales, marketing, and customer experience teams each chased their own goals and strategies.The result:Lack of communication Muddy processes Disjointed customer experienceAnd, critically, lost revenue in the amount of 14.9% annually according to the latest Clari Labs research.But today, revenue teams are leading the charge.And it's ushering in a new age that emphasizes collaboration, innovation, and efficiency.As companies embrace this in

370
Andy Byrne
Clari
1 year ago
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
Make #revenue tools work for you with Andy Byrne, CEO of ClariVideos and Podcasts

  In the tech world of running revenue, trying to bring together and simplify things can be a huge challenge. So, how can you make your tech tools work for you and not against you? It's a bit tricky, like solving a puzzle, but getting it right could mean getting more done and succeeding in the revenue scene.Andy Byrne, co-founder and CEO of Clari, a revenue and go-to-market strategist, and a leader in Revenue Collaboration and governance, is known for his extensive experience in using tech tools to excel at revenue. In this episode of the Run Revenue Show, Andy discusses the concept of consolidation in the tech industry, particularly in relation to revenue and sales technology, the challenges and pain points that revenue teams face, such as working with multiple tools and dealing with the inefficiencies of manual processes, the concept of "revenue leak" and how it can hinder revenue growth and predictability, and more.Here’s what’s inside: Conduct a thorough assessment. This is designe

300
Scott K Wilder
Expert Contributor
1 year ago

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