{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Innovative Revenue Leader","title":"Shrinking the Distance: The Power of In-Person Sales - Robert Clarkson - Innovative Revenue Leader - Episode #50","html":"","width":"100%","height":180,"duration":2196,"description":"Take your go-to-market strategy to the next level with powerful insights on shrinking the distance between your business and your customers, balancing revenue metrics with market narrative, and building long-term trust with investors. It’s time to move beyond simple friction reduction, align compensation plans with true customer outcomes, and foster a competitive edge in today's fast-moving FinTech environment. Who better to guide you than FinTech industry veteran, global revenue executive, and Chief Revenue Officer for SMB & Clover at Fiserv, Robert Clarkson?\nYou will learn how to amplify the voice of the customer inside product development, construct compensation plans that drive customer satisfaction, and lead high-performing teams with curiosity and empathy. Get motivated to get out from behind the screen, connect with your teams and customers in person, and define a wider trajectory for your enterprise!\nTakeaways:\n\nShrinking the Distance to Customers: Big companies succeed by feeling small; utilizing in-person meetings and direct communication creates accountability and deeper customer alignment than remote tools alone.\nSelling Outcomes, Not Products: Buyers don't want a linear sales pitch; they want a partner who can evaluate and enable their desired business outcomes.\nThe Dual Role of the CRO (Numbers & Narrative): A CRO must master the \"numbers\" (ARR, logo retention, upsell) while shaping the \"narrative\" (market expansion, product roadmap, internal customer advocacy).\nBuilding Trust and Trajectory: For public markets and investors, revenue leaders must deliver trust by hitting projected targets and trajectory by demonstrating sustainable, long-term growth opportunities.\nOutcome-Based Compensation: Aligning sales compensation with customer success and product adoption, rather than just the initial signed contract, drives higher retention and customer lifetime value.\nQuote of the Show:\n\n\"People don't buy products, they buy outcomes. It's not about selling,...","thumbnail_url":"https://img.transistorcdn.com/qWZ42xIvcGOE2moAw4kd1FhbmX32HGyZ1K2Fy3nssjQ/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS85Yzlj/ZmRhMzJiYTlkNjVl/MjVlOTc1Mzk4NWYz/OGUxYi5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}