DIY Workbook Now Available

POSTED BY Carl Moe on Mar 26 under CRO, Qualifying

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 [...]

10 Signs Your Revenue System Needs Upgrading

POSTED BY Carl Moe on Mar 16 under CRO, Sales Process

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 [...]

Bridging the Value Gap

POSTED BY Carl Moe on Mar 9 under Sales Process

My latest article is up on the 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 [...]

Simply to Sell

POSTED BY Carl Moe on Mar 5 under Qualifying, Sales Process

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 [...]

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