Gong’s Post

CALENDARS ARE GOOD FOR MORE THAN JUST QUOTA COUNTDOWNS In fact, they might just hold the key to your entire revenue org… In our latest guide, we explore why your operating cadence — the rhythm that drives your entire revenue org — matters so much. We’re sharing an ideal monthly operating rhythm calendar. AND key touch points that drive your revenue teams forward. (With relevant, critical metrics included). Make the most of your operating cadence. Download the guide here https://lnkd.in/d-D7nA-P

Revenue leaders live their lives 13 weeks at a time. That’s why the “13-week cadence” is so important for your revenue process. The best teams don’t play the revenue game ad hoc. This means they set aside time every week for revenue critical moments like: -> Forecast calls -> Deal inspections -> 1:1s -> Big or slipped deal reviews -> Out-quarter forecasts -> Pipeline coverage and progression reviews -> Exec metrics reviews True, it's not easy. There’s only so much time every week, and the clock keeps ticking. It takes collaboration across all revenue critical employees throughout your org. That’s how you get higher win rates, better forecasting, and more revenue quarter after quarter. Introduce the 13-Week Cadence at your company. Check out our Revenue Cadence Playbook to help you get started: https://lnkd.in/gRfHzJ5X 

Andy Byrne introduced this concept to 10+ CEOs recently and their response has been the same: “We’re not doing this, and we need to start.” The concept? We call it the “13 Week Cadence.” Every quarter is made up of 13 weeks. And the best companies intentionally manage their revenue process with prescribed moments every single week. You have to calendar every week to include tasks like forecast calls, deal inspections, 1:1s, big deal reviews, slipped deal reviews, out-quarter forecasts, pipeline coverage reviews, exec metrics reviews, and more. Finding the right mix of revenue-critical moments to build your cadence is not easy. It doesn’t happen overnight. And it takes collaboration among execs, leaders, and ICs all across the org. But it’s well worth the effort. This kind of revenue process optimization is a major unlock for companies. The inverse is true, too – companies that don’t operate this way are running blindfolded. Introduce the 13 Week Cadence at your company. Check out our Revenue Cadence Playbook to help you get started. Grab it here: https://bit.ly/4bA8W7p

Andy Byrne introduced this concept to 10+ CEOs recently and their response has been the same: “We’re not doing this, and we need to start.” The concept? We call it the “13 Week Cadence.” Every quarter is made up of 13 weeks. And the best companies intentionally manage their revenue process with prescribed moments every single week. You have to calendar every week for tasks like forecast calls, deal inspections, 1:1s, big deal reviews, slipped deal reviews, out-quarter forecasts, pipeline coverage reviews, exec metrics reviews, and more. Finding the right mix of revenue-critical moments to build your cadence is not easy. It doesn’t happen overnight. And it takes collaboration among execs, leaders, and ICs all across the org. But it’s well worth the effort. This kind of revenue process optimization is a major unlock for companies. The inverse is true, too – companies that don’t operate this way are running blindfolded. Introduce the 13 Week Cadence at your company. Check out our Revenue Cadence Playbook to help you get started: https://bit.ly/4bnXpc3

Revenue leaders in every corner of the market are facing a harsh reality: The economy’s struggling. The future’s unpredictable. And customers are tightening up. Without a dynamic churn strategy, your hard-earned business will walk out the door. Clari’s SVP of Product, Kurt Leafstrand, met with a dozen top revenue execs to get their take. He asked: - What’s working and what’s not working? - What strategies are busting churn and growing accounts? - How are you evolving revenue motions for long-term success? Here are 8 strategies they’re putting into place. Check them out in our blog here: https://bit.ly/4b2AmUa

It's QBR prep time for many of you... how ready are you to include capacity performance indicators in your retros and go-forward analysis? In addition to looking at deals, you also need to ZOOM OUT and know your GTM org's ability to create pipeline based on: - Hiring status, delays, headcount - Ramp time actuals vs. plan - Attrition and leave time - Quota attainment - Performance comparisons by segment - Emerging growth opportunities - Productivity and costs 🎬 Our CEO Dustin Amrhein shares his take: https://lnkd.in/eq7JSk2p #revops #revenueplanning #sales #revenue #QBR

There are two types of revenue forecasts. Most leaders poll their team, roll up a ballpark number, and call it a day. Then, at the end of their quarter, they wonder what went wrong. But top teams take a different approach. They know a pinpoint forecast unifies the team and drives bottom-line impact. So, they use tech to name their number... every single quarter. To find out how to implement this winning approach, join us for the next event in our interactive, demo-based series, Clari Live: How to Nail an Accurate Forecast, on Thursday, June 27 at 8 am PT. During the session, you’ll learn: - How to judge roll-up calls - How to spot risks in critical deals - How to build an always-on dashboard - And much more RSVP here: https://bit.ly/4cCz95X

Tenet #2 to build an accurate revenue forecast – define your forecasting process & cadence. Take your forecasting to the next level & hit your number with greater consistency. See how with the 6 Strategies to Build an Accurate Revenue Forecast guide. https://xact.ly/ugdOK

Burnout is real. But so is the need for profitability to keep your organization’s lights on. So how do you find some sort of balance? Tom O’Neill, CEO of Parallax, and Joey Kinney, Virtual CFO at Summit Virtual CFO by Anders, will share expertise on how to improve billable utilization without your team working more than 40 hours. #SummitVirtualCFO #RevenueCapacity #Profitablity

Planning for 2024 Checklist: 1. Budget 2. Headcount 3. Tech tools 4. Revenue Goals 5. Quarterly OKRs Simple & airtight is all it takes. Don’t overcomplicate. These items should be locked in by now for next year. Get ahead, stay ahead. Revenue is predictable when you have a solid plan 💯 #revenue #sales #founders #goals #success