Where To Start?
For those CRO’s thinking about doing their own Sales Revenue System 2.0 implementation (yes, we do encourage that option), the #1 question I get is – Where do I start?
The best answer depends on where you are today relative to the 4 core processes that comprise a fully integrated revenue system. If we don’t have that visibility, my answer is always this – Start with defining your Differentiating Value.
This is a cornerstone of the Revenue System because Differentiating Value drives both the Critical Qualifying Questions (CQQ’s) and the 4 Aces bankable forecast processes. As such, you can’t spend too much time sorting out your Differentiating Value positions and communicating those to your sales team through the CQQ’s and 4 Aces forecasting. Give it a try – you can always contact us if you need help.
Leave a Comment
If you would like to make a comment, please fill out the form below.
Carl Moe is the founder of CRO Success, an organization dedicated to developing and delivering the tools, processes and systems CRO’s need to succeed. Moe specializes in helping restructure revenue systems for sustainable growth and optimized performance.
