Insights & Latest Thinking
Fresh thinking and perspectives on sales, sales intelligence, revenue analytics and sustainable performance improvement.
7 priorities for rebuilding
your revenue generation
Learn how to build - or rebuild, your sales
and marketing operations into a systematic, future-ready revenue production machine.
Marginal gains are force
multipliers for revenue
and profit improvement
Tiny improvements in your revenue processes can yield huge results - provided you know where and how to make them.
Magnetic Revenue Imaging with Telemetry RT3
Just like an MRI for a human body, look into the cellular biology of your revenue pipelines for insights into problems and opportunities.
More Recent Posts
Want more revenue out of your CRM? How about 24% more?
The answer you get often depends on the question you ask. An Important concept for business.
Who owns the revenue pipeline?
OrganisationsOrganizations buy CRM’s for various reasons, but ultimately they do so to boost revenue. Other oft-sited benefits include improving customer experience, getting better visibility over customers, enabling better marketing, and centralising data. But those – and many others, are all contributing benefits or drivers. Ultimately the aim is more revenue.
To respond to the pandemic, most companies reached for the “cost” lever. And rightly so. When sales disappear as they did and cash is more precious than oxygen, costs have to go.
There’s a far better, safer way not only of achieving more profitable growth but of turning around downward spirals brought on by difficult markets, falling sales – and global pandemics. One that’s not only more effective, but less risky and costly.
Many questions to address, such as "Is it a Pipeline or is it a Funnel?", "What about Mid Funnel or Lead Nurturing?" Depending on whom you ask, you’ll often receive a very different answer. Marketing will focus on their part, sales on theirs, and in many cases, no one focuses on the whole. Indeed, individual compensation and bonus plans can often reinforce a fragmented view.
Lies, damned lies ... and analytics
Are big data, sales analytics and AI really having that much of an effect on revenue performance and results?
Moneyball and revenue management
Revenue production in the age of hyper-competition
How to make certain your CRM project fails.
Less than 2% of sales opportunities convert to sales, meaning that the average corporate pipeline suffers from a 98% attrition rate. Analytics and AI hold the keys to unlocking significant opportunity which would otherwise be lost through that attrition. We've called it Black-Light Revenue; hidden from view until the right light is shone on it.
All organizations measure sales, but this is an historical measure that does not enable you to change behaviour ahead of time to drive improved growth. What are the revenue metrics captured on your balanced score card that are enabling you to drive the growth you are after and giving you predictive insight into that future?
The compounding effects of small changes in conversion, velocity and recycling coupled with the complex nature of interactions between risk factors and drivers within means that seemingly insignificant improvements or deteriorations in performance can deliver hugely disproportionate overall effects on sales.
Businesses viewing marketing and sales as integrated components in a machine that systematically produces sales versus widgets, dramatically improve the consistency and predictability of their sales results - as well as the sales revenue outputs.
For decades, the "Hollywood Formula” has spelled out in precise detail how long each scene needs to be, how many explosions, how many plot twists and all the other elements need to be in place at just the right time in just the right order with just the right level of intensity – for success to be“a given”. Sales leaders can follow a similar formula.
In 2005 the length of the average B2B sales cycle was reported at 122 days. In 2019 that number was 255 days. Not only do 48% fewer sales opportunities successfully complete the buying process, those that do now take more than twice as long to do so. Losing a sale - any sale, is bad enough. Taking a long time to lost it can often be worse.