What‘s Wrong With Revenue?

S2 Ep17 – Rethinking Customer Service To Drive More Revenue

A revenue generation system isn’t just about new leads, new sales opportunities, and new customers. It’s about finding revenue wherever it is available and in most companies that includes the current customer base. However, in many businesses, these opportunities are overlooked or under-prioritized. But when you apply a systems approach to revenue you include customer service in the conversation, you build tactics to keep communication and opportunity development going with current customers and you actively market cross-sell, up-sell and ongoing services to the people who already like working with you and your teams. Once installed you can improve retention and drive a significant amount of revenue to help you hit your goals more consistently.

In this show, we’ll cover

• How to include customer service in weekly revenue team meetings
• How to build programs that help you gain a larger share of wallet from current customers
• How to project revenue from current customers
• How to get your customer service reps to start looking for revenue opportunities
• How to arm them with the tools they need to create a great experience for your customers while continuing to look for new revenue opportunities.

S2 Ep16 – Brainstorming Late-Stage Sales Opportunities To Close Them Faster

Revenue is a team game. New customers are rarely closed by a single individual these days. Prospects are looking for an experience that makes them feel special, valued, and important. Not to mention that they want to get to know, like, and trust you. So having a single salesperson carry the ball from beginning to end is a bit old-school. So, when we started recommending weekly sales opportunity reviews as part of the weekly Revenue Team Meeting we had a tremendous response. Today, brainstorming ways to get deals over the finish line provides a consistent way to focus your team on closing deals and closing them faster. In addition, these conversations should be focused NOT only on new customer revenue but also on current customer revenue. They should be geared around your sales process and making that remarkable. Adding this section to your weekly Revenue Team Meeting will help you grow revenue much more consistently.

In this show, we’ll cover

• How to lead a revenue review conversation?
• Who leads this section of the meeting?
• Who attends this section of the meeting?
• What are the goals of having a session like this?
• How detailed do you go and how many opportunities should you review?

S2 Ep15 – Setting Up and Using A Scorecard To Drive Revenue

Marketing, sales and customer service should be working towards very specific metrics. Setting up a scorecard that provides the KPIs that are critical to your success needs to be something that’s part of every revenue generation system. The rhythms of review associated with these numbers are equally important. Do you look at numbers weekly, monthly, or quarterly? Everyone on your revenue team should have a metric that they are working on, accountable for, and responsible for delivering. This is how you get 100% alignment around the most important metrics and drive “up and to the right” for all your most important revenue metrics.

In this show, we’ll cover

• What numbers you should consider?
• Who should be accountable for what numbers?
• Should those be weekly, monthly, or quarterly numbers?
• How to set goals for these metrics?
• What tools to use to get data that everyone agrees is accurate?

S2 Ep14 – Using Bootcamps and Workshops To Accelerate Results

When it comes to strategy and creating your Big Story, campaign messaging, content strategy, website plans, and even your technology plans leaking out pieces of this over a few months can feel painfully slow and in some cases, it can be hard to feel like these are all connected and orchestrated. But immersive boot camps and a series of workshops can help you make better progress faster and work on the connected components over a period of hours instead of weeks. This can help accelerate this process and can contribute to improved results.

In this show, we’ll cover

• What workshops to consider?
• How to organize these into Bootcamps?
• Who should attend these Bootcamps?
• Who should run the Bootcamps?
• What are the outcomes and deliverables from these Bootcamps?

S2 Ep13 – How Long Does It Take For A Revenue Generation System To Produce Results?

It’s the $1 million dollar question. When? When will we see results? It’s the question everyone wants to know but the answer is elusive and it's elusive for very good reasons. First, how hard are you going to work? How much are you willing to invest? How many changes are you planning to apply? How good are you at taking advice and guidance? How good is your story? How rich is your content? How helpful is your website? There are a ton of qualitative answers as well as a number of quantitative answers that go into answering this very important question. In this episode, we’ll go in-depth on this question, we’ll try to answer it, and give all our audience members the insight required to answer it on their own, for their company, their product/service, and their own revenue generation efforts.

In this show, we’ll cover

• How to mitigate risks that might delay expected results
• How to ensure you get results faster than most
• How to estimate how long it's actually going to take, to the best of our ability
• How to align investment with the timing of expected results
• Some of the unknowns that always impact timing around results

S2 Ep12 – What Companies And What Leaders Are Right For A Revenue Generation System

Not everyone is right for a revenue generation system like the one we’ve been talking about for the last few months. Some companies don’t need it, they’re hitting their goals month after month. Others might need it but might not be ready to stick with it, follow it and practice enough to get good at using it. Like anything new, it's going to take practice and an investment of time, money, and resources. But mostly it's going to take a commitment to do revenue differently and working hard to learn the new motions associated with a different approach. During the show today we’ll profile what types of companies are solid candidates for a revenue generation system and we’ll also look at the profile for leaders that have what it takes to champion an initiative like adding a revenue generation system to your existing business.

 In this show, we’ll cover

• What types of companies are ready for a revenue generation system?
• What is the leadership profile for companies that will get the best results out of using a system like this?
• If a company needs a revenue generation system but they don’t fit the current success profile, what should it do to get in better shape?
• How can companies self-analyze their past perspectives and behaviors to know for sure if this kind of approach is right for them?
• What are some of the mistakes companies make that prevent them from getting full value from a program like this?

S2 Ep11 – How A System Helps You Manage Your Budget

Every week I ask a handful of folks if they have a budget for their marketing initiatives and 90% of the time the answer is no. No budget and no idea of what should be budgeted to help with revenue-generation activities. This is a major challenge and one that should be relatively easy to fix. In this episode, we talk extensively about how having a revenue generation system helps create an appropriate budget based on goals, how to manage that budget, and how to ensure you get full value for the money invested into revenue generation.

 In this show, we’ll cover

• How a system like RGS helps you align your budget with goals and expectations
• How to use a system to manage your budget
• How to use a system to prevent you from going over budget
• How to focus your investment on the most important activities, priorities, and metrics
• How to use the system to continuously update, adjust and your investment expectations.
• How a Revenue Cycle Model helps set expectations and alignment around budget

S2 Ep10 – How A System Matches Up With Other Operating Systems

The idea of systems for your business isn’t new. In fact, most of the areas of your company already have systems for them. Areas like HR, operations, finance, and purchasing have been around for decades. Other systems are also prevalent today. Systems that help CEOs and owners better manage their companies at a high level. These systems include EOS, Gazelles, and other operating systems but tend to provide only a light touch regarding revenue generation. However, these systems do teach you a lot of parallel concepts to what RGS teaches about revenue and RGS is a beautiful compliment for many of the business operating systems that exist today.

 In this show, we’ll cover

• How RGS works with a system like EOS
• Why EOS companies understand RGS and how it benefits you to have both
• What are the similarities and differences between RGS and EOS
• Our experiences when companies have EOS experience and when they don’t
• What you should expect if you’re already using EOS and start using RGS

S2 Ep9 – Why You Might Need A Coach

Learning anything new often requires working with an expert. When you want to get better at golf, you take lessons with a pro. There are a lot of parallels to learning a new revenue generation system to help your company grow. While you can learn the system and use the tools on your own if you want to see results faster if you want to make learning it easier or even if you just want some help from an outside expert, using a coach is the best option and will deliver better results.

 In this show, we’ll cover

• What role an RGS Coach plays in helping you learn the system
• How an RGS Coach works with you and your team
• The difference between self-implementing and working with a coach
• What experiences, skills, and backgrounds does an RGS Coach bring to the process
• What impact can a coach make when it comes to results

S2 Ep8 – What Resources Are Needed For A Revenue Generation System

No matter what we show you, teach you, or share with you about a revenue generation system, you’re ultimately going to have to do the work on your own to plan, build and then execute your own system. This means the resources you have access to become everything. In fact, if you don’t have the right people, the right expertise, enough capacity, and the right budgetary expectations I think it's going to be challenging to get your own revenue generation system up and running.

In this show, we’ll cover

• How to decide exactly what resources you’ll need for your particular revenue generation system
• How to manage those resources
• How to evaluate those resources
• How to budget properly for the right number of resources based on your goals
• How to support your existing resources with outside resources as needed