The Run Revenue Show Kyle Coleman

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 integrating enablement into your daily operations and measurements, embedding it within executive team discussions, and ensuring the C-suite supports it.
Establish an enablement advisory council. Including key stakeholders such as sales leaders and product marketing leaders in this council ensures that diverse perspectives are considered and that enablement strategies are both relevant and impactful. By incorporating feedback from different business areas, the enablement initiatives can be continuously improved and refined.
Use technology and AI to develop enablement programs. This allows enablement to be conducted at scale while still catering to the individual needs of salespeople. Tracking metrics such as content downloads, training completion, and using specific keywords allows for measuring enablement's effectiveness and helps identify areas for further training and improvement. 
 
Grab this week’s Checklist
Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 
 
See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 
→ Clari.com
 

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 employee’s 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 continuous learning and resilience. Implement regular training sessions that address skill development and mental toughness and encourage your team to set challenging yet achievable goals and reflect on setbacks as learning opportunities.
Master the art of referrals. Ensure to instill the practice of asking for referrals as a habitual part of the sales process. Start by integrating referral requests into your sales training programs and foster an environment where sales reps can confidently ask every satisfied customer for a referral. By actively seeking out referrals, your organization can maximize revenue opportunities with minimal cost. 
 
Grab this week’s Checklist
Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 
 
See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 
→ Clari.com

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 follow clear sales processes before incorporating advanced tools. These basic elements provide long-lasting stability and the ability to grow. 
Cultivate a motivated and cohesive sales force. Acknowledge individual accomplishments and create a positive work atmosphere for team bonding. Organize regular in-person events, openly praise outstanding efforts, and promote success stories that connect with clients. These practices help create a motivated and skilled workforce capable of attracting new business and maintaining existing partnerships.
 
Grab this week’s Checklist
 
Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 
 
See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 
→ Clari.com

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, which improves sales efficiency. Invest time in accurately mapping the market and ensuring your list of target accounts is aligned with your ICP. This leads to a higher conversion rate and better resource allocation.
Align sales and marketing through data. This can enhance the efficiency of both departments. The value of investing in quality data and utilizing it for targeted messaging leads to improved conversion rates and market strategies.
Balance brand awareness and direct marketing efforts. Investing in brand equity early on can enhance all stages of the sales funnel. However, it's also essential to maintain a balance between creating demand and generating leads through direct marketing efforts. Find the right mix of demand creation and lead generation to optimize marketing budgets for sustainable growth.
 
Grab this week’s Checklist
 
Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 
 
See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 
→ Clari.com

Ensuring that your sales team is on the same page for revenue growth is essential but also tricky.
And without a structured plan on how to keep the process organized while making sure your sales team moves in sync, you put reaching your revenue goals on the line.
Mark Parrinello is the CRO at SentinelOne, where he leads a high-growth, world-class, global sales organization that delivers cutting-edge cybersecurity solutions to enterprises.
In this episode of the Run Revenue Show, Mark discusses how revenue leaders can achieve predictable outcomes through specific processes and data-driven decision-making, the challenging and pivotal role of first-line managers, how to use your sales team to run revenue, and more.
 
Here’s what’s inside: 
Implement a sales cadence for predictable revenue growth. By following a structured schedule of events and activities, your company can govern and control the sales process to achieve predictable outcomes. Challenge your teams to review their management systems and inject more rigor into their sales operations.
Use data-driven leadership to scale effectively. Sales forecasting and processes must evolve to support scaling effectively, and this can only happen through concrete metrics and insights. This can be achieved by incorporating tools like Clari, which provides access to data and insights that improve decision-making. 
Invest in first-line managers. This includes training on time management, deal inspection, and effective coaching for new reps. By empowering these managers, you ensure a foundational strength at the crucial point where sales strategies are executed, and customer relationships are nurtured, ultimately leading to increased rep productivity and revenue growth.
 
Grab this week’s Checklist
 
Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 
 
See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 
→ Clari.com

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 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 designed to identify areas where revenue is leaking within your organization. This assessment can be done using a revenue platform that analyzes data from your CRM, external tools, and other sources to pinpoint areas of improvement.
Create a revenue cadence blueprint. This involves mapping out every meeting of every week, month, and quarter and identifying the hotspots where improvements can be made. Focus on specific areas like pipeline creation, conversion, and closing, and implement changes to optimize these processes.
Foster collaboration and governance within your revenue teams. Enable employees to have a unified platform to collaborate and access insights and instrumentation to drive efficiency and growth. Implement revenue governance practices to increase your organization's discipline, accountability, and alignment.
 
Grab this week’s Checklist 
 
Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 
 
See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 
→ Clari.com