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WEBINAR

5 Ways to Inspect Next Quarter Pipeline — and Take Action

Presented With:
Kyle Coleman, VP, Growth & Enablement, Clari
Scott Sutton, VP, Revenue Operations, ZoomInfo

Thursday, September 3, 2020   |   02:00 PM EDT

  • Group 10Created with Sketch. 1 hour

Buyer behavior is shifting as rapidly as the news. Even before COVID-19, Gartner accurately described the B2B buyer’s journey more like a maze than a linear process. Sales leaders that break away from this linear thinking can create a competitive advantage.

By constantly refining their ideal buyer profile and staying connected to them throughout the lifecycle, sales teams build revenue more predictably and with less risk.

The best revenue teams can meet current quarter objectives while still setting up future quarter success. . . but what’s the best strategy to build predictability?

Join Clari and ZoomInfo as we share our tips for taking a detailed look at your near-term pipeline and what to keep in mind to accurately forecast the future.

We’ll help you answer questions like:

 – How much pipeline do I need in certain stages to meet next quarter’s quota?

 – What adjustments to my customer acquisition process can most impact my sales velocity?

 – How do we approach segmentation to understand our deal mix, win rates, and coverage requirements?

 – What are the best ways to assess the health of my pipeline closing next quarter?

You will be well on your way to surfacing these insights to create an action plan that best tracks with the overall goals of the business.

Save Your Seat!

Kyle’s foray into B2B tech sales started in 2013 when he joined Looker as the 6th employee. Over the next 6 years, he grew the SDR team from 1 to 60+ as the company scaled from $100k in ARR to $100m+, and was acquired by Google for $2.6b. Kyle is now the VP of Revenue Growth & Enablement for Clari, an AI-driven revenue operations & sales analytics platform, where he leads Growth Marketing, SDR, and Enablement. He’s an avid runner, a proud corgi owner, and is always looking to talk shop & trade best practices.
Kyle ColemanVP of Growth & Enablement, Clari
Kyle Coleman
As VP of Revenue Operations of ZoomInfo, Scott is responsible for the design and implementation of all sales tools and processes. Scott led DiscoverOrg and ZoomInfo through its creation and implementation of a unified SalesForce CRM supporting 1,000 employees and $350M in ACV. Scott spent 10 years working at Daimler with leadership roles in Operations, Procurement, Finance and Data Analytics. Scott studied Business Analytics at Harvard Business School and holds a BS in Business Administration and a Masters in International Management for Portland State University.
Scott SuttonVP of Revenue Operations
Scott Sutton
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