This episode features an interview with Kyle Coleman, CMO at Clari & Devin Reed, Head of Content at Clari. Clari’s Revenue Platform improves efficiency, predictability, and growth across the entire revenue process. 

In this episode, Kyle and Devin give us the inside scoop on how to reduce revenue leak with purpose-driven Marketing, share their thoughts on operational thought leadership, and how revenue is not just an event it’s an outcome.

Key Takeaways:

• Revenue is not just an event, it’s a business process. And a process can be planned, modified, and provide more predictability.
• Map out your buying personas across the entire buying group. This has to be done so marketers can have more of a seat at the table for deal acceleration. The buyer’s journey has changed so much and we need to be aware of those changes and make strategic decisions through a more updated, effective playbook.
• Sell and evangelize the problem you solve. You should always be talking about the value you bring to the marketplace and make sure you put the hero cape on your customer so they feel empowered to leverage what you offer and solve their problems.

Quote(s):

Kyle:

• “ You need to be selling and evangelizing the problem that you solve, and you need to be putting the hero cape on the buyer so that they feel empowered to go solve that problem, leveraging your technology. And that's the move that we're trying to make. So a lot of what we do in the RunRevenue campaign, and the way that we're showing up, and certainly, hopefully, the vibe that you get when you engage with any Clary properties, whether that's RunRevenue pro or Clary. com or us on social. Hopefully, you get more of a B2C feel from us. We want you leaving any Clari experience and feeling like, that was, that felt like Nike. That felt like Apple. Not, that felt like IBM. Like, that's not the way we want to go. So that's what we're trying to invest more in.”

Devin:

• “You need to win mind share before you can win market share. So all that like people like, oh, it's brand content, like that's not converting. It's like, but most people aren't buying anyway. So you need to start to get, uh, get them to know, like, and trust you, like you're doing with your ad. And then later, when the meeting comes, when it comes up that I need your services, you'll be the first one. And you'll get more inbound.”

Sponsor:

Pipeline Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.

Links:

• Connect with Ian on LinkedIn
• Connect with Kyle on LinkedIn
• Connect with Devin on LinkedIn
• Learn more about Clari
• Learn more about Caspian Studios

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