The Run Revenue Show
Clari
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Top 10 The Run Revenue Show Episodes
Goodpods has curated a list of the 10 best The Run Revenue Show episodes, ranked by the number of listens and likes each episode have garnered from our listeners. If you are listening to The Run Revenue Show for the first time, there's no better place to start than with one of these standout episodes. If you are a fan of the show, vote for your favorite The Run Revenue Show episode by adding your comments to the episode page.
The most important strategy in 2023 for revenue leaders with CEO Nick Mehta
The Run Revenue Show
03/27/23 • 37 min
It’s a terrible feeling when new business deals are slow to come in and you’re watching your growth targets slip away after all of the hard work your sales team put in to reach new customers.
So how do we counteract this? Through the number one most important strategy in 2023: paying attention to net dollar retention.
On this episode of The Run Revenue Show, Nick Mehta, CEO of Gainsight, author of multiple books on customer success and all around champion of delivering value to your customers, shared his insights on this strategy. You’ll learn the difference between customer support and customer success, the natural tendency for customers, sharing the value in your vision, and the key steps for turning your value into reality.
Here’s what’s inside:
- Turn your value into reality: Nick mentions the main steps are to agree as a company what your value is, define how that value is translated into the product, orchestrate it into your business processes, and then to become brave.
- Stop building loyalty through personal relationships: Think relationships are more important than outcomes? Think again. Make sure that you have real outcomes and value as the foundation of your relationships. This will help you avoid revenue leak.
- Identify where you are leaking revenue on the customer side: Nick says there are multiple pieces to identify - the onboarding process, management, dollar churn, and price compression. From here, build a strategy for each piece.
- Audit the information flow between your Sales and CS teams: Nick mentions there are two sides you need to consider when collaborating between your sales team and CS. First, an account plan that shows how you are going to grow your customer base. Second, a success plan that shows what you are doing to drive the clients goals. Then, make sure these two plans align!
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
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These 3 fundamentals lead to maximum revenue impact with SVP of Commercial Strategy and Operations, Jason Chapman
The Run Revenue Show
04/10/23 • 37 min
Fundamentals are fundamentals for a reason. Why do you think Lebron James is so good at basketball? It’s because he puts the hours in and does the fundamentals over, and over, and over again.
It’s the same for your team–put the hours in, do the fundamentals, and see revenue success.
In this episode, Jason Chapman talks all about the basics your team might be missing in order to build a resilient, reliant revenue machine. Jason is the SVP of Commercial Strategies and Operations at Infor–a software that builds successful businesses. Listen in as he shares how the best companies leverage their revenue teams to have a broader impact than just the bottom line, how the best sellers are collaborating with their customers, dissecting the key fundamentals of the revenue process, how to ‘earn the right’ to sell to customers, and more.
Here’s what’s inside:
- Understand your trade-offs: Between your market reality, product reality, and your financial reality...Jason says if you’re hyper-focused on the customers that you can serve best and you're putting R&D dollars into the things that they care about, and then making sure that you've got the commitments from a revenue perspective, this will play a role in the rest of your business.
- Work collaboratively with your customers: Jason says now more than ever, it’s important to realize you are going on a journey with your customers, so it’s important to value them–sometimes more than you value your team. If your customer isn't willing to agree to give you access, data expertise, and most importantly, time, to do proper discovery, that’s a surefire path to revenue leak.
- Focus on the fundamentals: Jason says there is consistency to the secret sauce of success. It’s just like Lebron James...he practices, puts the hours in, and shoots over and over and over again. That’s why he’s so successful! It’s the same for the revenue process. It comes down to prospecting, qualifying, and managing to a rhythm. Get back to the basics with your team this week.
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
Discovery deserves to die! with Growth Partner, Doug Landis
The Run Revenue Show
06/19/23 • 23 min
Discovery deserves to die... Well, at least the discovery we have now.
It does little to help the buyer.
Doug Landis is a renowned Growth Partner at Emergence Capital, a venture capital firm specializing in early and growth-stage enterprise cloud companies. With extensive experience in sales and marketing, Landis is widely recognized for his expertise in building and scaling high-performance revenue organizations. He has a deep understanding of the challenges and opportunities faced by SaaS companies, particularly in the areas of sales strategy, customer engagement, and team development. Doug works closely with Emergence Capital's portfolio companies, providing strategic guidance and hands-on support to drive their growth and success
In this episode, Doug and Kyle discuss the importance of data in sales and the role of a Rev Ops partner. They touch on the pitfalls of being too focused on discovery and the need to shift towards meaningful business conversations that take into account the risk-averse nature of buyers, the impact of the pandemic on sales, the potential of AI to accelerate research and provide insights for sales conversations while recognizing the importance of tangible outcomes that matter to revenue leaders, and more. Let’s avoid revenue leak and achieve revenue precision, together.
Here’s what’s inside:
- Meaningful interactions are key: Sales reps should focus on having business conversations with potential clients and strive to understand why they need to change and why they should do it now. This approach can lead to more genuine and productive conversations.
- Embrace hypothesis-based selling: Sellers should use hypothesis-based selling to build a hypothesis around what problems the person or organization they are selling to may be going through. This can help sellers prepare before getting on calls with prospects and tailor their offerings to better meet the client's needs.
- Re-assess ideal customer profiles: Due to the pandemic and its impact on the market, many companies may need to reassess their ideal customer profiles (ICP) and shift their buyer targets. CFOs are now getting involved in smaller deals, so it's important to adjust ICPs accordingly.
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.
How to drive new business and renew revenue with Kevin Chiu, Co-Founder and COO at Catalyst Software
The Run Revenue Show
09/18/23 • 42 min
Neglecting the customer journey will leave you with unhappy customers, fewer sales, missed opportunities, and a significant revenue gap. And we can all agree, that’s a problem.
So how can we prioritize the customer journey to help us drive revenue for our organizations? How do we actively prioritize the customer journey?
Kevin Chiu, Co-Founder and Chief Operating Officer at Catalyst Software, has some ideas to help you drive new business and prioritize existing to reach both short-term and long term business goals.
Here’s what’s inside:
- Customer success is found in the customer journey. CROs should focus on new business acquisition and also on long-term customer value. This means investing in customer enablement and alignment across functions, providing strategic business conversations with customers, and ensuring a seamless handoff between customer success managers and account executives.
- Improve QBRs for customer-focused conversations. Quarterly business reviews often lack customer-centricity with a disconnect between the sales reps and buyers. By improving QBRs and making them more customer-focused, companies create more impact and build stronger relationships with their customers.
- Align sales and customer success. AlignmentThis involves breaking down silos and effectively communicating long-term customer value rather than solely focusing on new business acquisition. Revenue generation does not only come through net new, often in the world of sales we forget the opportunities we have within the existing customer base.
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.
Here's what people get wrong about GTM alignment with CRO Mike Weir
The Run Revenue Show
04/03/23 • 47 min
Marketing team creates pitch deck. Sales team doesn’t like pitch deck. Sales team creates their own pitch deck. Marketing team gets frustrated.
And...the cycle continues.
Sales and marketing teams are working toward the same goal–revenue...so why do they so often work against each other to get there.
On this episode, Mike Weir uncovers his secrets of go-to-market team alignment as a former marketer to now CRO at the highly-trusted peer-to-peer review site G2. Listen as he shares how to close the information gap in sales to drive your revenue, leverage data and technology to create a better understanding of customer needs, the importance of personalized communications, and the power of developing a curious mindset to ask questions and seek answers.
Here’s what’s inside:
- Train your reps to simplify: Mike says that your sales team needs to lead conversations that are different. They need to resonate with the customers and be ‘plain’ enough to connect with them.
- Do an empathy audit: Mike says empathy, as a salesperson or marketer, creates way more understanding, team success, value, and collaboration. When experiencing headwinds, this is what will help you rebound.
- Stay skeptical. Stay curious. Close the gaps.: Mike says this is how a rep closes deals. First, use data to help figure out what is not being said. Second, use your curiosity to bring value to your conversation. Third, use your skepticism to anticipate the buyers’ concerns.
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
This is how tech companies adapt to stay ahead with Founder and CEO, Craig Walker
The Run Revenue Show
06/05/23 • 5 min
Let’s face it... AI is on the rise. It’s a powerful, technological tool that gives us information at our fingertips. But looking through a business lens, how can we use this tool to boost our revenue?
On this episode of Run Revenue Show, Craig Walker and Kyle Coleman explore Dialpad's success in implementing its business communication product and their emphasis on simplicity, usability, and design. They also discuss how engagement and adoption are leading indicators to revenue and how AI-powered chatbots and real-time AI tools are used to improve customer and employee satisfaction, the importance of communication and how the company moved into the enterprise communication space to address the lack of usability and design in traditional business communication products, and dive into the challenges of product launches and how setting targets and monitoring adoption rates is essential for a product manager's success.
Craig Walker is a visionary entrepreneur and business leader, renowned as the Founder and CEO of Dialpad. With an unwavering commitment to innovation and a deep understanding of the evolving communication landscape, Walker has propelled Dialpad to the forefront of cloud-based communications and collaboration solutions. Under his guidance, the company has revolutionized the way organizations connect and communicate, empowering businesses of all sizes to streamline their operations, enhance productivity, and achieve their goals with seamless, cutting-edge technology.
Here’s what’s inside:
- Always adapt to new technologies for business success: Dialpad's success in the communication space has largely been due to their ability to quickly adapt to new technologies and integrate them into their products. This has given them a competitive advantage over companies that are slower to adapt.
- Measure engagement and adoption: These are crucial indicators of success. For Dialpad, the success of their products is measured by the level of engagement and adoption from their customers. This is especially true for their business communication product, which depends on engagement from their pro services team.
- Use case studies and customer success stories to sell products: Communicating the value of a product often involves using real-life examples of successful implementations. For Dialpad, this means gathering case studies and customer success stories to help sell their products to different personas and industry segments.
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.
Master the Craft of B2B Marketing and Sales Analysis with Steffen Hedebrandt, CMO and Co-Founder of Dreamdata
The Run Revenue Show
09/25/23 • 33 min
If you’re not using data to understand the customer journey, it’s like you’re sailing without a map. Many revenue leaders are missing out on opportunities because they don’t know what’s happening inside their existing.
Steffen Hedebrandt, Chief Marketing Officer and Co-Founder of Dreamdata is here to share his playbook with us on just HOW to fix that problem.
Steffen shares his lessons learned from taking Dreamdata’s revenue to new heights.
In this episode, you’ll learn:
- Focus on the customer journey. Understanding the customer journey timeline and success rates of different activities is key. This helps identify the strategies that have the biggest impact on the company's success, allows for a focused approach and a more improved go-to-market strategy.
- Quality over quantity should be prioritized. Marketers should consider each lead as a physical person they would present to the sales team and focus on sending only those leads that meet certain criteria and have a high potential for conversion. Focusing on quality eliminates wasting the sales team's time and ensures that resources are utilized effectively.
- Use data analysis and technology. By using data, businesses can gain a complete view of the customer journey and make data-driven decisions. This ultimately leads marketing and sales teams to see more opportunities, optimize their efforts, and ultimately boost revenue growth.
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.
How to Scale Revenue from Start-up to Growth Stage with CRO Robby Allen
The Run Revenue Show
11/27/23 • 38 min
As your company expands and evolves, so do your priorities for scaling revenue.
It can be quite a transition, but there are critical steps that need to be taken to be fully equipped for success.
Robby Allen, CRO at AgentSync, is known for his strategic prowess in optimizing revenue at all stages of business growth and wants to share his playbook with you on how to do it effectively.
In this episode of the Run Revenue Show, Robby shares the transition from VP of Sales to Chief Revenue Officer, the key tips to help make the transition seamless, and how to work best at different stages of business growth.
Here’s what’s inside:
- Focus on lifetime value. Focus not just on customer acquisition but also on customer retention and growth. Hone in on your Ideal Customer Profile and understand the cost to serve each customer, especially in enterprise segments. Analyze not only the revenue each customer will generate but also the resources needed to support them post-sale. Implementing this as a strategy will help increase the LTV of each customer, contributing to healthier revenue.
- Reassess incentives regularly. This plays a crucial role in driving the desired behaviors within your sales team. As the company grows and the market changes, so should your incentive plans. Keep them aligned with your current organizational objectives, helping ensure everyone is working towards the same goal.
- Prioritize post-sales processes and customer success teams. To prevent churn and protect revenue, a strong post-sales process and a framework for delivering value to customers are crucial. Consider making customer success a revenue-oriented function; give attention and resources to the post-sales team, include your Customer Success Managers early in the sales process, and recognize their impact on revenue. A cultural shift recognizing the revenue impact of customer success teams can be a significant growth driver.
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.
Key Ways To Structure Your Sales Team for Revenue Growth with CRO Mark Parrinello
The Run Revenue Show
12/18/23 • 31 min
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.
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.
Bonus Charge Episode 5: Enhancing Revenue Planning, Forecasting, and Performance Management
The Run Revenue Show
11/22/23 • 29 min
It’s time to revolutionize your revenue game and unlock ultimate revenue excellence.
In this final bonus episode, we hear from top industry leaders on the most effective strategies for sales process management and performance improvement.
Anil Kumar, Head of Global Revenue Ops at Asana, and Haley Katsman, VP of Revenue Strategy, Ops, and Enablement at Highspot, share the importance of daily rhythm and managing sales processes, embracing difficult situations and making positive changes, developing proactive approaches, and more.
In this episode, you’ll learn:
- Embrace a proactive approach to revenue operations. By taking a proactive approach, leaders at all levels can create a culture of forward-thinking problem-solving and strategic planning. For new business and renewal business sellers, this means actively identifying potential challenges, addressing them before they become significant obstacles, and constantly seeking opportunities for improvement to drive revenue growth.
- Leverage data-driven forecasting for informed decision-making. Data-driven forecasting helps identify successful segments, adjust sales strategies, and make informed decisions about market focus and profitability improvements. Revenue-critical employees can gain a deeper understanding of customer behavior, market trends, and potential opportunities, allowing them to tailor their approaches for both new and renewal businesses.
- Bridge the gap between strategy and execution for revenue success. Strategic leaders must ensure alignment between company goals and the actions of revenue-critical employees. For new business and renewal business sellers, this means understanding the overarching company strategy and translating it into actionable plans that directly impact revenue generation.
Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leaks 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.
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FAQ
How many episodes does The Run Revenue Show have?
The Run Revenue Show currently has 47 episodes available.
What topics does The Run Revenue Show cover?
The podcast is about Marketing, Management, Podcasts and Business.
What is the most popular episode on The Run Revenue Show?
The episode title 'The most important strategy in 2023 for revenue leaders with CEO Nick Mehta' is the most popular.
What is the average episode length on The Run Revenue Show?
The average episode length on The Run Revenue Show is 29 minutes.
How often are episodes of The Run Revenue Show released?
Episodes of The Run Revenue Show are typically released every 7 days.
When was the first episode of The Run Revenue Show?
The first episode of The Run Revenue Show was released on Mar 2, 2023.
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