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 7 with 18 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.
Rule – the 21st Century relationship between buyer and seller thrives on transparency and trust, which creates the greatest value as a unit.
The buyer is in control. The digital world allows the buyer to see the details about the seller’s products and services, but more important the buyer sees the seller’s business model. Part of the seller business model is if the seller runs their business as a partner who is as committed to the buyer’s value first or if the seller is a vendor who runs a win/lose business model to maximize the seller’s profit.
Since the internet provides transparency, every company has to decide if they will intentionally manage what the market sees or will they let the market create their vision of you based on “partially true evidence” as a result of unintentional and incomplete communications to the market.
The last century’s myth was that sales was a relationship business and that a strong personal relationship between the sales person and the buyer was adequate for success. Today no CEO would do business based only on a “personal relationship” when they didn’t trust the company the sales person represents. Trust is often based on how the world sees a business online. That online view is a combination of what a company says and what it actually does. When those two things are aligned, the market responds with trust and presents opportunities for the buyer and the seller to earn great value.
When those things a company says are not aligned, then the market believes what they see. While every business should have a worthy intention that the customers value, it is critical that they have the integrity to live that intention since we live in a transparent world, and the world believes what it sees.