CRO Clari, Kevin Knieriem: Exploring the Benefits of Data-Driven Sales

Guest: Kevin Knieriem, Chief Revenue Officer of Clari In this episode we cover what Clari does, how the business has transformed Kevin’s life, and what the company’s sales organization looks like today. (3:55)... How Kevin approached the interview process at Clari and what he discovered about how well the business’ leadership team works together. (8:07)... ‘The reverse pyramid’: A look at the leadership values Kevin brings to Clari and how the business’ didn’t hire any external recruiters when building its go-to-market machine. (13:00)... Kevin’s background working in sales at Siebel Systems. (19:42)... ‘Data is now the foundation of everything’: What “revenue operations” means to Kevin. (23:48)... What Kevin looks for in new hires and how selling has changed in recent years. (27:51)... Why Kevin believes that the single most important number to any company are sales forecasts and how Clari helps visualize business data for improved decision making. (35:46)... How AI is changing sales and why Kevin believes it’s still important for leaders to pay attention to their gut instincts. (43:07)... How Kevin defines grit. (46:45)