In the 21st Century, “Revenue Science™” is a must have just like Quality, Lean and Six Sigma were 20th Century must haves for intentionally-successful leaders.
“Revenue Science™” brings new roles, new rules and new tools that must be applied by every organization that plans to survive and thrive in this constantly changing world.
Businesses are like the people in our lives. They are always changing but still guided by the laws of science and the human spirit.
Twice a month for the next year stand-alone pages from a new eBook will be revealed to guide those who want to win The Revenue Game in today’s complex and transitioning world.
Each page from the eBook is a step along the Revenue RoadMap that shows traditional leaders (CEOs, COOs, CFOs, Sales and Marketing) and now the CRO (Chief Revenue Officer) how to predictably grow profitable revenue regardless of market changes.
This is page 23 with 2 more to come. Join us in a new world of “Revenue Generation” by becoming a member of the “Revenue Science™” community. Share with us your feedback, experience, challenges, and observations or just come along to observe and learn.
New Tool – The Revenue RoadMap lays out the path all revenue takes from “no connection” to long-term partners or any option in between. It is the Revenue RoadMap that gives a company control. There has to be a process to have a process to control.
Gold starts with the assumption that there are more possible suspects than resources to reach them. Based on that assumption, the goal of this function is to separate “all suspects” from “Ideal Customers” and invest only in “Ideal Customers.” In the 21st Century, the best (cheapest, fastest, most repeatable) way to do this is to encourage the “Ideal Buyer” to opt in to your value offer (the customer’s problem you solve) to have a conversation about working together (Amazon does this in less than a minute).
Gold presents those that opt in to Blue where the suspect is qualified as a prospect who has the problem you solve, wants to solve it NOW and is willing to invest in to understand how the two of you might solve this together. Once this qualification criteria has been met, there is a Joint SOW (Scope of Work) to be sure this is an ideal fit for both and the outcome the customer requires is highly probable. The SOW becomes the foundation for a contract both parties will receive compelling value from.
Red works with Blue in developing the Joint SOW and after the contract delivers the outcomes required by the contract. Red is part of the Revenue Strategy since revenue is ONLY recognized after the contract is fulfilled, and the customer accepts the delivery and requirement for payment.
Revenue Generation is organization wide and successful only when all the parts work as a single unit based on an alignment with the Revenue Strategy (no matter the product or service).