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 [...]
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.
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’ [...]
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 [...]
Defining your Differentiating Value – Where do I start?
The first step moving from a features & benefits-based, go-to-market model to a Differentiating Value (DV) approach is defining your Differentiating Value. In B2B revenue models, the first question to ask is: How does my product / service improve the customer’s business? Forget the traditional quality, service and support pontifications. In B2B, quality, service and [...]
Do I Need a Revenue System?
This is a frequent question that comes up in discussions with CEO / CRO level executive groups today. The answer is based more on the individual company than on a revenue system model. Over time, executive teams typically focus on developing several key systems for leveraging their overall performance. These can range from a streamlined [...]
The “Go to Market” Process for CEO’s
As we start 2011, one item clearly stands out – the recession has helped senior executives (CEO, CRO, President, etc.) of surviving businesses understand at least one important concept – your ‘go to market’ process is more strategic than just hiring a few sales people, going to a couple trade shows, changing the web home [...]
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 [...]
Eliminating Sales UFO’s
Our 5M’s sales process does not specify a sequence for qualifying prospects through the Motivation, Money, Methodology and Market qualifying questions. To qualify a prospect, you need to cover all of the M’s.
However, some sales teams are seeing higher numbers of UFO’s (Un- Funded Opportunities) such that starting with the Money discussion to confirm a [...]
What can we learn from Wimbledon?
The 11 hr. Wimbledon match between Isner and Mahut is over. Regardless of the outcome, the world will recognize these professional athletes as having evenly matched, advanced skills to achieve this level of play. Even with this unique match, some observers were expressing boredom with the volley treadmill and just wanted it to be over [...]
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.
