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 19 with 6 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 – your True North, which is how your team, your customers and partners know who you really are.
Since the world is transparent and near real time, the world hears what you say and then sees what you do. If those two things are in conflict, the world watches “what you do” to determine the truth. Since “what you do” is how the market brands you – you control your brand to the extent you declare and commit to intentional strategic behaviors aligned to your brand vision.
To get your team and partners in alignment with your vision, create your True North, then be clear about what behaviors move you toward “your True North compass spot” and what behaviors move you in the wrong directions. Examples of True North elements for a company might be 1) always provide more value than you receive, 2) only take engagements defined by a Joint SOW, 3) all joint SOWs will create a partnership, 4) always engage with buyers who want their business to get better not just save a buck, 5) every engagement is in a targeted niche, 6) every engagement is aligned to the problem you solve, 7) the fee for the engagement is justified by the value delivered, 8) every behavior and outcome is consistent with your purpose for existing. When all of these are true, the engagement is above the horizon line.
Over time behaviors and outcomes move nearer and nearer to the True North vector. As a company lives nearer and nearer the True North, the world changes. The right customers, employees and partners find the company (they want to work toward the True North as well). Customers are eager to do business and then deliver referrals, more margin, shorter sales cycles and repeat sole source agreements.
Use the Revenue Science™ RoadMap for the True North journey, and success will find you.