Clari

“Since I invested in Clary in 2018, they grew more in 2018. It was a series B investment at very early. They've grown since they are 20 X on ARR.”

“Clary just published this data. Maybe you saw it too, right? I always knew this, but man, this is stark. Clary's, Clary, I think it was like a million opportunities or something. The top 10% of reps close 65% of deals.”

“If you show up with a strong opinion of, hey, I've talked to your team, both qualitative, quantitative research that says, here's my perspective on where you should be going, and here's how I uniquely help you get there, you may not always win, but you have a …”

“Finding the personal win, right? So for your champion, your buyer, the economic buyer, hopefully you're figuring out what the win is for them and helping them be it relationship building, be it storytelling, be whatever it is, like getting in the boat with the…”

“Deferring payment terms for a terrible long time because someone is in a tight cash position usually ends poorly.”

“We found we need roughly three to six months to move the needle significantly on a renewal on either retention, churn, or upsell.”

“And the interesting thing we deployed is actually all my leaders now record their forecast calls. I listen to the smart summary Saturday, Sunday night.”

“And at Clary, we looked at enterprise versus commercial, and I think we said, hey, we have the most sophisticated forecasting tool, so we should move more capacity into the enterprise. But it was a big strategic decision at the board level.”

“Most salespeople will say it's, I didn't have the right territory. My quota was too big. I didn't have a product that customers resonated with. You're immediately not hired.”

“I've struggled with the role playing, because I think people then overplay the acting part, and a lot of times my own team and myself don't read the prep well enough to be like, the person's actually really asking a good enough question, we're just being jerks…”

“I think where we've looked at this and an example from Clary, like we had hunter farmer sellers. So I think the best, and then we moved to a hybrid for the enterprise team, meaning they had both install base and that new logos.”