Kerry Hew

Looking to move beyond strategy calls and start running revenue like a pro? With Clari's Run Revenue Program, revenue leaders are able to tackle inefficiencies head-on, turning chaos into clarity and revenue risk into growth. You'll discover how to align your team, eliminate risks, and create a repeatable system for predictable success. We outlined it all for you in our Run Revenue Guide here: https://lnkd.in/gQt3wxkd

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Sell something people want to buy. 5-years ago a few former SDRs and Santa Barbara Vaqueros/Gauchos convinced a couple Stanford Engineering adjunct professors to help them build a dream product for salespeople. The world's first AI sales phone system built specifically for the SDR / outbound workflow. Something to help us hit our goals as SDRs. We had all felt the grueling work needed to succeed as Sales Professionals. The day in and day out with no guarantee you will make 50% of your salary as a commissioned rep. How can we make that life easier? How can we help ourselves and our peers impact our markets more? Let's build something we would want to buy and improve our own lives. 5-years later and thanks to the 130+ people and 1k+ customers who have joined to make this happen, we're once again named a G2 Market Leader for B2B Sales Phone solutions! Go Orum, Go! And we're just getting started!! #ColdCall #sales #Prospecting

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Forging pipeline made easy: Salesforge 🔥 takes care of managing your sequences Mailforge - Cold Email Infrastructure 📈 & Infraforge - Private Email Infrastructure 🔷 cover email infrastructure Warmforge - Land In The Primary 🎯 boosts your deliverability Agent Frank takes on autonomous prospecting, outreach and booking meetings & more to come! Get ready for what’s next 😈

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Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/g9gnGrdz  

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The last two weeks at SaaStr and Dreamforce I spoke with countless sales and revenue execs who faced the same type of challenges. Forecasting is hard because the data in Salesforce was incomplete. Stepping in to help reps on deals is hard because the Salesforce records lacked context and had incomplete notes. Critical pieces of information get lost when reps leave or change accounts because the Salesforce data was never updated. All of this can be solved by making it easier to get data into Salesforce. By enabling either text or voice as a method to update Salesforce - we've seen reps not only enter more information, but the information they enter is now higher quality because it contains the critical nuance of their notes. The best part is I've been using it for myself, and have already seen how much more detailed my follow-up emails are. If your team is struggling to get data back into SF - check out Myko AI

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𝗚𝗧𝗠 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 & 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 separate Strategic CROs and RevOps Leaders from glorified sales managers and systems admins. Getting accurate metrics isn’t easy though. Getting real Insights from those metrics is even harder. You need to: 𝗜𝗱𝗲𝗻𝘁𝗶𝗳𝘆 𝘁𝗵𝗲 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗧𝗵𝗮𝘁 𝗠𝗮𝘁𝘁𝗲𝗿 Start by identifying the metrics that matter for your unique GTM motion. To help, our 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗮𝗻𝗱 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗙𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 will have a 𝗚𝗧𝗠 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗜𝗻𝗱𝗲𝘅 outlining the most common metrics in B2B SaaS and how to calculate them. 𝗗𝗲𝗳𝗶𝗻𝗲 P𝗿𝗼𝗰𝗲𝘀𝘀𝗲𝘀 𝘁𝗵𝗮𝘁 F𝗲𝗲𝗱 M𝗲𝘁𝗿𝗶𝗰𝘀 Metrics are only as accurate as the process being executed. If our salespeople don’t know how to qualify deals, for example, our Close Rate will tell us nothing. We have to clearly define processes, train the team, and drive them to adopt and execute in order to be a data-driven organization. 𝗨𝗻𝗯𝗹𝗲𝗻𝗱 𝘁𝗵𝗲 𝗙𝘂𝗻𝗻𝗲𝗹 It’s not enough to see our Lead Conversion Rate, or Close Rate, across our entire business. These numbers are blended together across different types of leads and lead sources, different segments (SMB, MM, ENT), geos, products, etc. To see what’s really happening, we have to unblend the funnel. More on this in our 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗮𝗻𝗱 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗙𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 𝗜𝗻𝘀𝗽𝗲𝗰𝘁 𝗗𝗮𝘁𝗮 𝗥𝗲𝗴𝘂𝗹𝗮𝗿𝗹𝘆 People only execute processes when held accountable. To get accurate data, we need to inspect the data regularly to be sure it’s accurate. To get real insights into our business, we need to analyze that data regularly to spot trends and take action. This requires the right person/people with the right skills and uninterrupted time to do “deep work.” CROs usually don’t have time to do this well and RevOps can’t if they’re constantly harassed with system admin requests. 𝗗𝗿𝗶𝘃𝗲 𝗔𝗻𝗻𝘂𝗮𝗹 𝗣𝗹𝗮𝗻𝗻𝗶𝗻𝗴 As we get to this part of the year, finalizing our annual plan, it’s a bit too late. We have dirty data and have to make some BIG assumptions. If we’re in this boat, we need fix this for next year. Additionally, Annual Plans aren’t set in stone. We need to track them and iterate as we hit or miss goals and milestones. More on this in our 𝗚𝗧𝗠 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗮𝗻𝗱 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗙𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 Subscribe to our Newsletter to get it tomorrow: https://bit.ly/49RCm0h If you want a high-res image, subscribe and get it tomorrow, or comment "High Res" below (and send me a connection request if we're not already connected) and I'll DM it to you. ✌️

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F*** is my favorite four-letter F-word. F*** = Free...obviously. 😏 Speaking of free, here's something I'm really excited about. Over at RevOps Co-op, we've got not one, but TWO complimentary RevOpsAF conference passes to give away courtesy of our friends at Enlyft. 🎁 Maybe you're a revenue operator in between gigs who wants to expand your network? 🤝 Or an employed RevOps pro who wants to attend #RevOpsAF 2024 in San Diego but your company isn't able to sponsor you? If this sounds like you then throw the 🙋 emoji in the comments and DM me to toss your name in the literal raffle hat. Sound like someone you know? Tag 'em on this post and have them do the same! Big shout out to Michael Schultz and Phil Gray from Enlyft for making this happen. ❤️ PS - learn more about RevOpsAF 2024 at revopsaf(dot)com #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #mops

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The path from $1m - $50m ARR is a graveyard for sales leaders. The average tenure for CRO / VP of Sales is under 18 months. You almost never hear of the same sales leader leading a company from $1m to $50m+. Why is it so rare for sales leaders to level up as the company scales? The "$0 - $1m" sales leader struggles to get to $10m. The "$1m - $10m" sales leader struggles to get to $50m. And so on. You see so many examples of this across the B2B SaaS industry. Working in an early stage company is kinda like playing jazz. Everyone member of a jazz band has their speciality, but the music comes from how they improvise and push each other to play. As you scale, the company looks more like an orchestra than a jazz band. Each section of an orchestra is highly specialized. The music is structured to blend each section together to make a sound - a symphony. Sure, a jazz player can learn to play in an orchestra. But it is rare. In the same way, the $0-1m sales leader can learn to be the $10m or $50m leader. But this kind of personal growth is uncommon. It requires a level of self-awareness and a commitment to learning that most people don't have. I've heard this trait called "dynamic range" - the ability for a leader to improve their skills to match the stage of the company. When you have a leader on your team who shows dynamic range, invest in them. Give them the opportunity to learn how to play in an orchestra.

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I agree with my Silicon Valley buddy, Nick Mehta, CEO of Gainsight on this. ⚙ Why? One of the things I always say is that, "It all starts with sales." 🤔 Without sales, there is no company. The better the sales org operates, the better the company will do. So why not optimize and unify the sales organization by having the CCO report to a CRO (rhetorically asked). 📈 It's a great way to ensure that customers are delighted post-sales and that they keep coming back. 🤝I've seen this configuration foster a cohesive strategy for maximizing customer satisfaction and revenue growth. This alignment ensures that customer-focused initiatives are deeply integrated into the organization's broader revenue strategy, enhancing the effectiveness of both functions. 🙌 It seems to promote a unified approach to identifying and capitalizing on customer insights, ensuring that customer needs are addressed proactively. This reporting structure also facilitates better communication and coordination, leading to more comprehensive customer engagement and streamlined decision-making processes. 💪 I believe this configuration strengthens the organization's ability to enhance customer experiences and drive sustainable revenue growth, contributing to long-term business success. #leadership #management #sales #innovation #venturecapital

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Question for the saas sellers out there... 1) what products are helping you prepare for demos/presentations 2) follow up quickly after completing the demo

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WE DON’T WANT TO REPLACE SDRS Agent Frank was never meant to replace your sales team. Sure, it can help you reduce some costs - for example, instead of hiring 2 new reps, you can just hire one and onboard Agent Frank - https://lnkd.in/e69mGgBG But the goal was always for Agent Frank to work WITH your team and enable them to focus on the best part of being an SDR: Closing deals 🚀

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Marketing budget allocation at Salesforce was based on a "simple" tradeoff. Will hiring more field reps produce more pipeline and bookings? We built incredibly nuanced models to inform these decisions. But it came down to -- was Sales bought into Marketing's impact? Did Marketing REALLY deliver quality pipeline, accelerate deals, improve win rates? Causality was important. The popular refrain was -- Marketing isn't the one betting their mortgages on quota attainment! Sadly, not much has changed over the years. So, if Marketing isn't working deals directly, and nobody's buying into your attribution models, how are you to impact revenue in a causal way? 🤔 By asking -- why is Sales struggling to accelerate and close more deals? 💡 For instance, are we focused on the right use cases, value props, and competitive differentiators? 🔍 ➡️ Are these aligned to what buyers want, right now? ➡️ What's converting to revenue the best, what's not? And from there, do what Marketing does best. 💪 Prioritize and amplify these insights at scale -- across messaging, website/seo, campaigns, content, sales enablement, product, CS. 🔊 That's how you drive Marketing's revenue impact. 💰 🏄‍♀️ CMOs have an unprecedented opportunity to use GenAI to: ✅ Create a single source of truth across ALL deals - no more guesswork ✅ Drive GTM alignment on 'where to play, how to win' - prioritization matters ✅ Operationalize these insights at scale in daily workflows - it’s all about the last mile Could this make the CRO your strongest champion? And slow down the revolving door? 👋 If so, check out Tribyl, Inc. #cmo #productmarketing #cro #saas #genai #gtm #revenueoperations

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SalesTech has now consolidated into SuperApps. Let’s rewind to when we had a different app for every task: ZoomInfo for prospecting, Gong for sales intelligence, Outreach for sequencing, and Clari for revenue forecasting. Fast-forward to today, and these platforms have evolved, stepping on each other's toes and often offering an all-in-one solution. Sounds perfect, right? Well, not quite. These platforms, now super-apps, overwhelm you with flashy data, but that’s only half the battle. Data alone doesn’t boost your productivity, help you hit your targets, or guide you to make smart decisions based on your playbook. That’s where we step in. Oliv is your go-to hub, where reps don’t just handle calls—they master them. We provide research prep assistance, in-call guidance, and take care of mundane tasks. For managers, Oliv offers crystal-clear visibility, pipeline control, and deal prioritization, so you’re always in the loop about your team and key deals. With Oliv, your sales team works smoothly through the week, like an elite SEAL team. Just focus on making those calls shine—we’ll take care of the rest. If you ever want to take Oliv for a spin, feel free to talk to us here ⬇️ https://hubs.li/Q02Ly2_b0

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What’s the best use of Generative AI for revenue teams? Here’s my take: Generative AI is a powerful productivity tool for modern reps. Today, we can take common tasks that reps need to do on a daily basis and we can simplify with AI. Consider: I’m a sales rep and I’m on a call with a prospect. I want to record the call and send a summary at the end of it. And I want an email ready to go with notes and follow-up actions. Before AI, I’d spend hours pulling together this information. With AI, I spent minutes. With the right AI strategy, revenue orgs can automate and organize everyday tasks. And, in the process, free up rep time for relationship building, strategizing, and more. How is your company deploying Generative AI?

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💡 The Gap is Growing: Agentforce Will Set Leaders Apart In the coming months, the **GAP** between companies that deploy purpose-built agents like Agentforce and those that don't will only widen. Autonomous agents that act—not just respond—are the future of AI in business, bringing unprecedented precision and efficiency. If you are thinking how to deploy GenAI, you are probably thinking in the traditional DIY (Do It Yourself approach) . Silo App, working in data models, training your own model... this will take a lot of resources for suboptimal results. Leaders in AI will use Agentforce to execute real work at scale with faster deployment and faster results. This shift isn’t just about innovation—it's about survival. Companies adopting Agentforce today will transform productivity, while those who hesitate risk falling behind, missing out on revenue growth and operational breakthroughs. The question is: will your business be part of the revolution, or left behind? But don't trust me, read the article: https://lnkd.in/d8NqMzzd #AI #Agentforce #FutureOfWork #Salesforce

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We recently wrote AI to take a quote from any CPQ and help you make the sales deck. Before we touch the keyboard and develop further - we wanted to validate the next feature before investing the next few weeks or so to build it. @My Sales Network - Is taking a Transcript from Teams/Gong/Fireflies and having it fill in the sales deck (Pain points, solutions, anything discussed) valuable? EG if you're making tailored Sales Decks for each prospect, is this useful? We already have a SalesForce integration but think that the conversations have more insights. We have the AI to do it, just need to write the integration with the platforms that do transcription. If it's something you'd like to see (and have direct input in building), happy to have that conversation too

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Want to build a sales team that consistently exceeds its targets? 🎯 In the latest podcast episode of Building Elite Sales Teams, I had the privilege of interviewing Adam Aarons, a seasoned sales leader who has led companies like Okta from startup to IPO. 🚀 Adam shared his two pillars for building a high-performing sales team: Operations and Enablement. 🏗️ Adam dives deep into how these two pillars work together to create an execution engine that drives extraordinary results. 📈 Want to learn more about how to build a sales process that's repeatable and scalable? Listen to the full interview and discover Adam's insights on: 🎯 Getting early warning signals when your sales plan isn't working 🚨 🎯 The difference between a champion and a coach in a deal 🏆 🎯 How to hire the right sales talent 🤝 #SalesLeadership #OperationsAndEnablement #BuildingEliteSalesTeams

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In today's edition of using Juro at Juro... The journey of our sales order form and MSA. 1. Sales rep creates a contract in Salesforce from a template 2. Sales rep reviews it in Salesforce. 3. Sales rep sends it for internal approval from Salesforce. 4. Legal is notified in Slack of a new redline coming in. 5. Legal marks up the document with AI Assistant. 6. Changes to metadata are pushed back into Salesforce. 7. Sales rep sends it for signing from Salesforce. 8. Signed MSA is automatically stored in both Juro and Salesforce. Routine contracts on autopilot, with legal in the cockpit. #legalcounsel

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