RevenueTEK Insights
Fresh thinking and perspectives on sales, sales intelligence, revenue analytics and sustainable revenue improvement.
This year marks the 18th year of this unique longitudinal study into global sales and revenue performance and the first iteration since the COVID pandemic. This year’s data paints another panoramic view of the risks facing contemporary sales organisations and delves into the pivotal shifts shaping business-to-business (“B2B”) and business-to-government (“B2G”) revenue performance trends.
The research again illuminates the evolving risk and performance dynamics influencing B2B transactions worldwide. With traditional models giving way to digital acceleration, big data and so-called social selling and with e-commerce integrations within B2B models surging by as much as 60% in the last two years alone, the foundations of customer-seller interactions are shifting under our feet.
As AI-driven analytics reshape personalised communications and offers at unbelievable speed, and the quest for ever more granular insights from ever increasing volumes of marketing and sales data drives an ever accelerating metamorphosis of the B2B sales landscape, this study serves as a timely and indispensable guide for enterprises to manage risk and harness opportunities.
Featured Insights
Strategy
7 priorities for rebuilding your revenue generation capability
Learn how to build - or rebuild, your sales
and marketing operations into a systematic, future-ready revenue production machine.
Marginal Gains
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.
Analytics
Magnetic Revenue Imaging with Telemetry RT3 analysing CRM at the cellular level
Learn how to build - or rebuild, your sales
and marketing operations into a systematic, future-ready revenue production machine.
Latest Posts
For the last 15 years, RevenueTEK has been helping organisations extract more insight and value from their CRM systems, finally delivering the ROI on what is one of their most significant and business-critical technology investments.
We have an AI-based analytics solution called Telemetry, that works a lot like an MRI scanner.
Last week I saw another pricing expert posting on social media that a 1% increase in sales price was the most effective way to drive operating profit.
The fact is that a 1% improvement in sales pipeline conversion will drive nearly 6 times more sales and profit uplift than a 1% increase in price. And that’s before you allow for the hit to your conversion from that increase in price. Improving conversion and velocity through the revenue pipeline is not only way more effective at driving sales and profit, it's way less risky and less costly.
If you don't believe that, watch here.
CSO's, Sales Directors and Managers are entitled to more from their CRM's.
For the last 15 years, RevenueTEK has been helping organisations extract more insight and value from their CRM systems, finally delivering the ROI on what is one of their most significant and business-critical technology investments. Over the last 15 years we’ve had quite phenomenal success in helping organisations drive ROI from their investments in CRM.
CRM's collect enormous volumes of insight-rich data. Sadly - most of it goes to waste.
Organisations buy CRM’s for various reasons, but ultimately they do so to boost revenue.
RevenueTEK has been engaged by some of the world’s most iconic companies, who have employed Telemetry RT3 and our Marginal Gain formula to deliver quite staggering year-on-year revenue and profit results. Up until the arrival of COVID March 2020, our average client revenue uplift over the three years post engagement with us, was 24% year on year; roughly the same as doubling sales every three and a bit years.
Why do CRM projects continue to fail so often?
CRM projects fail to deliver on their vaunted value propositions and ROI projections four times out of five. The root causes of those failures are frighteningly simple and easily avoidable. Why don't more organisations learn from their own and others' earlier mistakes?
Sales invariably gets the blame when targets are missed. It's rarely their fault.
If generating revenue is all about taking a client on a journey with you, from not needing any product, solution, or service to making a decision to purchase from you – how can you achieve that in the most productive way as a complete organisation?
Business leaders agree that sales and marketing teams need to evolve. But evolve into what?
Businesses are investing billions in sales and marketing technology and training as a response to the levels of automation and systems that are making a deeper and deeper impact on the sales and marketing functions. But what are the key factors that really influence Revenue Performance?
Enhancing your Revenue Performance Management
RevenueTEK has spent the last decade studying, diagnosing, and remedying sub-optimal revenue performance around the world. Our goal is to show sales leaders how marginal gains when applied to CRM and pipeline management, simplifies the insane complexity of systems and data and delivers transformational results without the risk, pain or cost.
Turbocharging your CRM data extraction and analysis and turn them into insight using revenue intelligence and analytics
Organizations 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 goal is more revenue.
STOP – Why are you doing that?
Are you doing what you need to do, or what you’ve been told worked for others? The treatment ought to fit the diagnosis inside the company. What we do inside companies ought to be based on the facts. What are the problems? What seem to be the causes of the problems? What are the various things that we can do that will make the problems better?”
The answer you get often depends on the question you ask.
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 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 less costly.
Could you drive a F1 car? What makes you think selling is any easier?
Many would like to think so, but very few actually could. How many of us have seen motoring journalists put into the seat of a Formula 1 car, only to stall it when trying to get it to move! What does this have to do with business you might ask? Well, the truth is that many companies fail to see the parallel with the analogy above when it comes to selecting and deploying individuals in their sales, business development and Key Account Management roles.
For the last 15 years, RevenueTEK has been building an “MRI scanner”; Instead of sliding your body into a machine, you feed CRM and other relevant data into our revenue intelligence system – called Telemetry RT3, press the button, and in seconds discover what’s going right and wrong inside your CRM and sales pipeline. And get it moving again!
"If you act as if you have a major crisis, you’ll give a problem the attention it deserves”.
Something we've observed with CEOs facing crisis situations, is they often have a tendency to “batten down the hatches”. When they do, however, they often prevent people and insight who can help, from getting in and doing so.
For the last 15 years, RevenueTEK has been innovating and building an “MRI scanner” for corporate sales and marketing systems, which is to say, for CRMs and revenue pipelines.
Now it’s complete and available for businesses to improve their CRM effectiveness and productivity, and their pipeline output.
From sticking a magnet on a fridge to throwing a ball into a basketball hoop, the forces of physics affect every moment of our lives.
A fifth fundamental force might help explain some of the big puzzles of the Universe that have exercised scientists in recent decades. Is there a Fifth Force in sales pipelines?
