What Are You Selling?
One of the major discoveries clients make in completing the DV exercise portion of our Revenue System is this:
What we sell and how we get paid are two different things!
Your Differentiating Value is what separates you from the competition and goes beyond core competencies like the typical quality, service and support platforms most companies promote. The Sales Revenue System 2.0 book example of the cinnamon sales rep is a typical illustration of this discovery. He was actually selling ‘time to market’ for new products but got paid in shipments of cinnamon and other spices.
The first step in our Revenue System implementation always starts with defining your Differentiating Value…and the discoveries that follow.
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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.
