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Make it rain; jim<br />A Rainmaker’s Perspective on - <br />Profitable Predictable Revenue Growth Over Time…<br />
Mr. Revenue Investigator speaks  <br />“Water has been here and some remains”<br />Profitable Revenue is a commodity with ...
Rainmakers ≈ Green $$$<br />Step 0 – A plan to show how much is needed throughout the year. (Create Sales Budget)<br />Ste...
Sales Budget – How Much Rain?<br />What would be the perfect & probable amount of revenue each time period based on capaci...
Revenue Predictability<br />1<br />Once there is a selling team in place, vocabulary is critical (“it looks good!” is bad)...
Revenue Repeatability<br />2<br />How can I build a Profitable Revenue Operating System (PROS - not talking about IT O/S)<...
Revenue Sustainability<br />3<br />Critical discussion in every company…<br />Highlights of building it right include<br /...
Making an Impact over time<br />100 days – 1st 3+ months = effort, learning, time management & will to win<br />1,000 days...
Always Tell the Truth<br />Like in doctrine & dogmas, there exists a “hierarchy” of truths as they vary in relationship to...
Avoid “Acid Rain” - Rainmakers<br />We all know the stories, we’ve all seen the stories…<br />The actions and beliefs that...
Some Final Thoughts<br />Should we start with Marketing,  Sales, Business Development, Channels, Products, Services or Res...
Final Thought (for now)<br />People buy for emotional reasons, how do they see their situation after the sale… Help them s...
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Make It Rain Jim Revenue

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Make it Rain - Profitable Revenue Growth over time

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Make It Rain Jim Revenue

  1. 1. Make it rain; jim<br />A Rainmaker’s Perspective on - <br />Profitable Predictable Revenue Growth Over Time…<br />
  2. 2. Mr. Revenue Investigator speaks <br />“Water has been here and some remains”<br />Profitable Revenue is a commodity with a shelf life<br />Of the first inquiries by any credible board – - Tell me about Revenue, Profit & New Customer growth<br />What they are really asking is how is the “period” Forecast (i.e. “the Quarter”)<br />Many companies survive from past Rainmakers<br />
  3. 3. Rainmakers ≈ Green $$$<br />Step 0 – A plan to show how much is needed throughout the year. (Create Sales Budget)<br />Step 1 – Make Revenue Predictable <br />Step 2 – Make Revenue Repeatable<br />Step 3 – Make Revenue Sustainable <br />
  4. 4. Sales Budget – How Much Rain?<br />What would be the perfect & probable amount of revenue each time period based on capacity to serve or capacity to make?<br />Be SMART – Specific, Measurable, Achievable, Realistic, Tactical (Actionable & Assumptive)<br />
  5. 5. Revenue Predictability<br />1<br />Once there is a selling team in place, vocabulary is critical (“it looks good!” is bad)<br />Vocabulary becomes the methodology behind the selling process – Opportunity? Compete? Win? Worth Winning? Right Resources & Strategy?<br />Win Rate, Targets, Dominance within Targets fall out of vocabulary, methodology & process<br />The man with more money than brains tries to sell everybody, the man with more brains than money markets to Targets, closes with sales<br />
  6. 6. Revenue Repeatability<br />2<br />How can I build a Profitable Revenue Operating System (PROS - not talking about IT O/S)<br />What is the Targeted Prospect looking for and what convictions do they have about options<br />How do I create Traffic to hear our stories?<br />How do I nurture their interest?<br />How do I create a buying cycle and “use” experience they discuss positively in the market?<br />How do I improve the PROS & take out cost?<br />
  7. 7. Revenue Sustainability<br />3<br />Critical discussion in every company…<br />Highlights of building it right include<br />Idea collection from everyone & everywhere<br />Constant Communication on “their” ideas<br />Ideas grouped to Business Cases<br />Business Cases to Approval process<br />Approval to Market to Two Launches<br />Internal Launch is key<br />External Launch is key<br />Launch to End of Life (EOL)<br />Many great resources including Discovery-based Planning, Chasm, Stage-Gate, etc. & hard work ☻<br />
  8. 8. Making an Impact over time<br />100 days – 1st 3+ months = effort, learning, time management & will to win<br />1,000 days – 3+ years = Relevance, Leads, Vocabulary, High Value Listening &WOMM<br />10,000 days – 25+ years = Brand Promise fulfilled through every customer touch…<br />
  9. 9. Always Tell the Truth<br />Like in doctrine & dogmas, there exists a “hierarchy” of truths as they vary in relationship to the source…<br />The truth is the truth even if the majority do not believe it<br />Teach your sales and marketing teams to tell the truth, but<br />Remember to great quotes of Ogilvy:<br />“Lie them to the truth” - and -<br />“You wouldn’t tell lies to your wife, don’t tell them to mine”<br />
  10. 10. Avoid “Acid Rain” - Rainmakers<br />We all know the stories, we’ve all seen the stories…<br />The actions and beliefs that enslave sales professionals will eventually reflect on your company – don’t fool yourself…<br />Acid Rainmaker’s Hall of Fame is another name for the Business Hall of Shame<br />We all know the stories, we’ve all seen the stories…<br />
  11. 11. Some Final Thoughts<br />Should we start with Marketing, Sales, Business Development, Channels, Products, Services or Research first?<br />&quot;Take care of the little things - and the big things take care of themselves.“ Joe Paterno (1926 - __) Penn State football coach & legend<br />YES<br />YES<br />
  12. 12. Final Thought (for now)<br />People buy for emotional reasons, how do they see their situation after the sale… Help them see!<br />People don’t care how much you know until they know how much you care… Sales Leaders understand the critical role of truly caring<br />Which is best to compete on economics, terms and conditions, product superiority, project superiority, impact on “their industry segment, customer specific business and process?<br />&quot;Perseverance is more prevailing than violence; and many things which cannot be overcome when they are taken together, yield themselves up when taken little by little.&quot; Plutarch (46 - 120) Greek philosopher<br />YES<br />YES<br />

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