The 3 Most Critical Revenue Moments (And How to Win Them)

Welcome to RISE UP, where every other Friday I share one tip for reaching your potential and building a legendary revenue career.?

“The loss of revenue resulting from breakdowns across the end-to-end revenue process.” That’s how we define revenue leak here at Clari.?

In our 2022 study, we reported that companies lose 14.9% of revenue each year because of revenue leak. That’s a lot of money left on the table.

And if there is one thing my fellow CEOs (and CRO/CFO/sales leaders) can agree on, it’s that every drop of revenue is precious.

To retain that cherished revenue, you have to look beyond pipeline for crucial revenue moments — specifically, how you strategize, coordinate, and sell.?

Let’s look at those three critical revenue moments in a bit more depth:?

#1 Moments where you strategize

Your number one goal when strategizing is figuring out how to drive new deals AND protect your customer base at the same time.?

Gone are the days when you can run sales, marketing, and customer success siloed. In today’s environment, sustainable organizations run revenue like a process — a systematic approach to revenue generation, complete with established processes and proven methodologies.

This revenue process happens at all points — deal inspection, rep coaching, forecasting reviews, and budget planning. These are the revenue moments where you strategize.

It requires squeaky clean data; data you can trust is accurate. Then you can inspect your deals and pipeline once you are confident the data is correct.?

Clari customers use Clari Inspect to strategize at both the account and opportunity levels. The platform ingests all revenue-critical data, providing a full account view and health scores of opportunities (and accounts).

#2 Moments where you coordinate (like gruntwork)

If you want to win every revenue moment, it’s time to skip the busy work, find new productivity, and work smarter.

Finding new pockets of time and productivity requires teams to coordinate around more impactful work. Automating mundane tasks such as writing follow-up emails and listening to long calls.

In March 2023, we rolled out RevGPT, our generative AI solution built into our platform that leverages ChatGPT to give companies the ability to get answers to their most critical revenue questions and take action with unprecedented speed and precision.

While this product will continue to evolve, we are already helping our customers be more coordinated with their efforts:?

• Generate call summaries everywhere you work
• Instantly follow-up with auto-generated emails
• Draft email summaries

Saving time means creating more time to win.?

#3 Moments where you sell

Lastly, sell with confidence –?always know what to say, what to show, and what to do in the moment, not after.

Yes. You can learn a lot from lost deals. Good coaches and receptive sales reps have been doing this for decades. But after-the-fact-coaching cannot unlose a deal.?

With Clari Copilot, you’ll get real-time assistance to nail your pitch when you need it.

Tack on Smart Battlecards — powered by RevGPT — and you’ll get automatically generated content to handle objections and move deals quickly through the funnel.

As CEO I’m 100% focused on winning more logos, protecting our customer base, and inching leaping forward toward revenue precision.

Mastering these three key revenue moments will set you on that path.

Till next time,

Andy Byrne

CEO, Clari

New playbooks for running revenue

Playbook: Stop deal slippage with our How to Prevent Slipped Deals Playbook that brings you practical, battle-tested advice from the experts.

Podcast: Tune into the Run Revenue Podcast with guest, Sam Sutton-Reid, Director of RevOps at Pearson, to discover his five-step approach to scale your revenue operations.

Article: Are you going to meet, beat, or miss your revenue projections? The answer to the most critical business question lies in your revenue cadence. Here’s how to create a repeatable, predictable revenue process.