CRO Leadership Matrix
The CRO role – like all executive roles – is a combination of coaching, accountability, motivation and staffing. All too often CRO’s get busy with prospects, customers, and new market opportunities such that the consistency and effectiveness in their leadership role gets set aside. To avoid that mistake, we use a leadership activity matrix in [...]
New Book Edition – Chief Revenue Officer!
I admit to being more than tardy since my last post but the major distraction has been finishing a new edition of the book. Briefly, our reviewers felt the content was more about the Chief Revenue Officer (CRO) leadership role in B2B organizations and recommended repositioning the publication for that market segment. Thus the name [...]
Revenue Robots
Part of our Differentiating Value is to help companies identify and hire the right talent for their staffing plan. One consistent leadership error involves hiring a business development “hunter” and not providing an effective on-boarding program. Yes, these candidates are typically very independent in their sales efforts but they are not revenue robots. They still [...]
Top 10 Signs You Are Not Interviewing a Hunter
The top 10 indications you are not interviewing a sales ‘hunter’ (aka business development) when the applicant:
1. Cannot describe a successful sales campaign against a larger competitor in a major new account.
2. Wants to know if the base compensation is upgraded annually.
3. Wants to know more about the benefits program and PTO (paid time off).
4. [...]
The Key Concept for All Selling
A quick description of Differentiating Value can be heard in this short video interview I did recently with Jeff Fritz for his Accelerator Blog. There is no more important concept – it is the foundation of all successful selling. Please take a moment to watch the interview.
Core of Most Business Challenges
One of our clients sent over a quote by Red Adair, a global expert (and Texas legend) in extinguishing oil well fires:
“If you think it is expensive to hire a professional to do the job wait until you hire an amateur.”
That about sums up what goes on in many companies today when it comes to [...]
Hello from Asia
I had a chance to catch up on a backlog of unopened emails during a 12+ hour flight from New York to Tokyo last week and decided it was time to speak up about all the “pseudo sales” webinars, seminars and conferences being promoted to the world of Chief Revenue Officers. The number of ‘expert’ [...]
Zero Visibility Sales Forecasts Spell Trouble
Here is an article I wrote for the B2B Buzz blog.
An excerpt:
When you take a close look at how companies utilize their sales staffs, there are two clear reasons for Zero Visibility Sales Forecasts:
Salespeople are allowed to create their own forecast process
The forecast process aligns perfectly with the Don’t Ask, Don’t Tell Sales Model
Left [...]
Revenue as a System
What is the real benefit of “Revenue as a System” (RaaS)?
The short answer is: Leadership teams strategize systems – not tactics.
My experience suggests most companies will strategically plan and develop their infrastructure systems (lean manufacturing systems, global IT systems, ISO 9000 systems, etc.) as core assets of the business but invest little time on their [...]
No One Will Need to be Good
“…dreaming of systems so perfect that no one will need to be good“
–T.S. Eliot, from The Rock
There was a time in the evolution of computer when this concept was believed to be just a few clicks away. Well, decades later, we are still a few clicks away but the journey has been productive. E-commerce has [...]
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.
