Quick Recipe for Success
One of our local clients manages a CEO Roundtable for both executive and business development. As part of his program, he includes brief updates on development strategies and wisdom. One he recently distributed caught my attention as companies are finalizing their 2011 business plans and I wanted to pass it along.
Here is Gary Brattland’s Recipe [...]
What is a Revenue System?
I have enjoyed the opportunity to address several executive groups recently about a very specific topic – “What is a Revenue ‘System?’”
First, ANY business system (production, inventory, quality, Lean, ISO, etc.) is:
— Process-Based
— Built on Competence and Expertise
— Includes Process Accountability and Diagnostics
Ideally, the system operates as a process-based, closed-loop activity so performance is predictable [...]
Interviewing Sales Candidates
Here is the Rule:
It is easier to train sales talent about your business that is it to train someone how to become a sales talent for your business. You already know all of the in’s and out’s of your business and industry but the euphoria of finding someone else that has some of that knowledge [...]
New Book Cover
The second printing is now completed and we are going with a new cover based on reader feedback. Reviewers felt the original cover did not align well with the contents and they specifically wanted the CRO (Chief Revenue Officer) role called out with the ‘closed loop’ revenue systems graphic on the front cover. The ‘closed [...]
What is a “Closed Loop” Revenue System?
If revenue is the lifeblood of a business, the revenue system is the heart that keeps everything working. Hearts operate only as “closed loop” systems and the same applies in business. In order to have a closed loop business system, you need a structured model with built-in process accountability and diagnostic controls. This is how [...]
Why can’t the best sales rep become a good CRO?
This remains a frequently asked question so let’s resolve the issue. First, the best sales reps in most companies typically have a ‘hunter’ profile. This profile can have many variations but the common ‘threads’ are they take total accountability for their performance (no excuses) and they follow an intuitive, qualifying-to-close process that best fits their [...]
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 CQQ Process
One frequently asked Revenue System implementation question is: How many Critical Qualifying Questions do we need?
There is no fixed answer to that question since the CQQ’s originate from the company’s Differentiating Value (DV) platform. The more DV, the more topics you have available for CQQ consideration. One suggestion I frequently make to CRO’s working through [...]
CRO Focus Podcast
My friend Clayton Shold and I have completed another podcast regarding the CRO role. The podcast is up on the Salesopedia.com website. I think you will enjoy the casual approach to our conversation as we discuss the most important role in any company.
My First Sales Job
I always chuckle when I hear sales people complaining about being rejected by what they classify as totally rude behavior. For example, someone hanging up on them or worse yet, not responding to an email they worked on for days just trying to get an appointment. One contact recently asked me about how I handled [...]
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.
