If You Spend It, They Will Come…

CRM Insanity

POSTED BY Carl Moe on Apr 2 under CRO, Management, Sales Process

What is the role of a CRM?  In our Revenue as a System (RaaS) model, we build the critical qualifying questions along with the 4 Aces Bankable Forecast process into the structure so CRO’s have a complete audit trail on each pipeline opportunity. Ironically, many CRM installations we see today are missing both of these [...]

Everybody Sells

POSTED BY Carl Moe on Jun 20 under CRO, Management, Sales Process

My thanks to Tech.MN and their Entrepreneur 2 Entrepreneur blog for their interview with my friend Lief Larson.  I’ve recently gotten to know Lief and his unique product which is loaded with differentiating value.  He does a good job of conveying the importance of sales for any company at any size.
An excerpt from the interview:
Nothing [...]

Teflon-Coated Leadership

POSTED BY Carl Moe on Apr 30 under CRO, Hiring, Management, Sales Process

Our recession economy for the past several years has been a challenge for many companies but the survival process has created leaner profiles with generally better clarity regarding core business fundamentals. One area that has not advanced as far as it could under these conditions is sales leadership. Companies still want to blame the sales [...]

The 80/20 Survival Rule for CRO’s

POSTED BY Carl Moe on Feb 23 under CRO, Sales Process, differentiating value

Our decades of working with Chief Revenue Officers has confirmed one data point that is at the core of all revenue performance issues so we will call it the 80/20 survival rule.
80% of the challenges in meeting revenue objectives originate in two areas:
1. Not knowing or being able to explain your Differentiating Value (DV) in [...]

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

POSTED BY Carl Moe on Sep 19 under CRO, Sales Process, differentiating value

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

POSTED BY Carl Moe on Jun 29 under CRO, Sales Process

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

POSTED BY Carl Moe on Jun 8 under CRO, Methodology, Sales Process

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 [...]

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