The Sales Revenue System 2.0 book defines the complete revenue system and how the four core processes are connected. Many of our Do-It-Yourself clients have requested a program workbook to help facilitate their internal revenue system implementation project. We felt that was a good idea and now have a ‘DIY Revenue Workbook’ available. The workbook [...]
Over the years I have routinely asked CRO’s what are the indications their Revenue System needed to be upgraded. Here are their Top 10 responses:
Discounting is our primary closing strategy
All sales and marketing related promotional materials are feature / benefit focused.
Every sales presentation starts and ends with the company plaque in the lobby promoting the [...]
My latest article is up on the Salesopedia.com website and deals with maybe the most important sales topic in this economy – Differentiating Value. This recession is driving most decisions to price with the expectation of neutralizing value. For sales people and CRO’s, this is a dangerous combination. Here’s the rule from the article:
If you [...]
I still see clients working hard on their Differentiating Value positioning but ending up with statements that make their product or service appear complex. This is a repetitive behavior so at some level, the temptation to make something look complex must be viewed as one way to justify a higher price. Confusion is a fast [...]