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 [...]
The CRO Role
One of the new charts in our DIY Revenue Workbook graphically defines how the CRO leadership roles of coaching, accountability, motivation and selection are aligned with each of the 4 core processes of the Sale Revenue System 2.0 model. The 80/20 rule applies to all leadership positions – here is that breakdown for the CRO [...]
CEO Sales Calls Known As Train Wrecks
How risky is it when CEO’s without a sales background want to ‘join the sales team and go slay dragons’ (i.e. attack the market and close new business). CEO’s are obviously focused on revenue today and when they are put in front of a real opportunity, all kinds of things can go wrong. I have [...]
Street-Level Success
I received an interesting review of my book Sales Revenue System 2.0 recently – ”This is very street-level.”
My response was “Thank You!”
Just like you never see a bad sales resume, you also never see a bad business plan. After decades of reviewing new company startup plans, it became obvious the plans all had the same [...]
My Worst Sale
I had the opportunity to reconnect with one of my college friends near the end of ‘09 and in a moment of reflection he had the ill manners to ask, “What was your biggest lost-sale disappointment?”
It took about 2 milliseconds to flash back to my computer systems days in Detroit. I was branch manager for [...]
Too Short Sales Cycle
The present economy brings many discussions of extended sales cycles. In the quest to shorten these cycles, I remember the shortest sales cycle – and worst sales call – I have ever observed.
It was in my early CRO days traveling in New Hampshire with our local sales rep. We arrived early for the meeting at [...]
Why Sales Revenue System 2.0?
What we have found with CRO clients over the years is typically this – they have some semblance of a Revenue System in operation today but their approach is not based on a system concept. Their development approach to get to this point was basically fix what is broken today and move on.
As a result, [...]
Who Needs a Revenue System?
My motivation for writing the Sales Revenue System 2.0 book was based on decades of observing companies struggling with:
communicating their real differentiating value – it was never the quality, service or support they routinely promoted
how to define and build an effective sales process for their products
overly optimistic forecast data
incentive systems that are not aligned with [...]
The Statistics of 4 Aces
A veteran CRO advocate of our 4 aces forecasting model and world-class poker player advised me that 4 aces can be beaten in poker by a royal flush. For those new to poker, a straight flush is 5 cards of the same suit in numerical order [6,7,8,9 and 10 of diamonds for example]. A royal [...]
The Nemesis of All Sales Campaigns
Many readers have talked to me about the comparison I make in the book between sales and poker. There are at least three similarities between poker and selling that are easily recognized but the most toxic parallel is the risk of ‘winning’ both the longest average sales cycles and the highest sales cost as a [...]
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.
