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.
