1114: Turning Profitable Growth During a Downturn with Karen Clarke

Karen Clarke is the SVP and Managing Director for the Americas at Anaplan. In the current market, sales leaders face many challenges including a slowdown in the economy, difficulty finding staff, and sales attrition. Leaders must use data that provides insights into shifting buying behaviors.  Karen discusses the main things sales leaders should focus on for profitable growth like ensuring the alignment of sellers to the business objectives, knowing how to balance sales resources across the business, and the increasingly critical role of sales enablement and execution as the market gets tougher. Andy and Karen then dig into key concerns like attrition and capacity issues and how to deploy talent in the most effective way across territories. When planning for the next fiscal year, sales leaders should think carefully about how to segment their territories and target their reps in the most promising markets. HIGHLIGHT QUOTES CROs must get data on where sellers sell best - Karen: "Combining that with data in terms of where your market is and really having a good view of matching the right reps to the right opportunities. And obviously, aligning the quota to the size of those opportunities. So really thinking about what the addressable market is today for those sellers and doing that very intelligently." Sellers that can help buyers achieve real business value are prized - Karen: "Customers don't want sellers that just turn up and respond to what they're asking for. I think they're looking for sellers that bring something, organizations that bring something that share what they're seeing in other organizations, that challenge their thinking, maybe stretch their thinking a little bit in terms of what they could achieve." Find out more about Karen in the link below: LinkedIn: https://www.linkedin.com/in/karen-clarke-9b73007/ More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

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With more than 1,100 episodes and millions of downloads, Sales Strategy and Enablement with Revenue.io is the world’s most-trusted sales podcast. Each week, host Howard Brown delivers inspiring conversations with the world’s greatest sales leaders about sales engagement strategies and tactics, sales enablement, artificial intelligence, revenue intelligence, tech maturity, sales psychology and more. Through discussions with the world’s top CROs, CSOs, CEOs, researchers, authors and technologists, listeners glean rare insight into game-changing strategies, tactics, and technologies, with particular focus on how AI is being used to make sellers more productive and effective than ever before. In addition, check out classic episodes hosted by Andy Paul, the author of three award-winning sales books. Ready to take your sales game to the next level? Join us on our mission to help your reps grow revenue and pipeline faster and more efficiently than ever before. Visit Revenue.io/podcasts for more.