Insights & Latest Thinking

 

Fresh thinking and perspectives on sales, sales intelligence, revenue analytics and sustainable performance improvement.

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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

Just like an MRI for a human body, look into the cellular biology of your revenue pipelines for insights into problems and opportunities.

Latest Post

CEOs - If you think you have a problem, assume you have a crisis

“if you act as if you have a major crisis, you’ll give a problem the attention it deserves”.

One of the top problems that has been observed with CEOs who are faced with a crisis situation, is that they have a tendency to “batten down the hatches”. When they do this, they don’t let a lot of outside people in. That in turn inhibits their ability to see things clearly. What can be more concerning is that in many cases it can cloud their judgement.

More Recent Posts

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. An Important concept for business.
Could you drive an F1 car

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 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.

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?

You’ve missed your sales target – whom do you blame?

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?

There is general agreement across business leaders that sales and marketing teams need to evolve

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. RevenueTEK's focus is to bring all the benefits of aggregated marginal gains to create successful businesses by transforming their ability to convert revenue.

Want more revenue out of your CRM?  How about 24% more?

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.

Who owns the revenue pipeline?

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.

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