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Casual Articles - #1 Selling Perspective for Revenue Driven Firms: Across All Industries, Revenue is King
Recently, I have noticed some of my radio habits when driving in my car. When I'm listening to music I tend to switch radio stations whenever a commercial comes on. When I’m listening to talk radio I tend to leave the dial as is whether I’m listening to a talk show or whether a commercial is playing.I've been thinking about why this is the case and if other radio listeners have the same tendencies as I do. Here is what I think: When I’m in the mood for music, I want to hear music; I don't want to listen to radio advertisements. When I listen to talk radio, I get immersed in the topic being discussed and my concentration is on that topic.
I must admit, that in my work, industries like Real Estate, Mortgage, Broadcasting, Telecom, and Technology where the practice of proactively marketing their respective products and services is the primary strategy is my sweet spot.
<When you go about business half-heartedly your failure is 95% guaranteed. The one who fights the harder always wins. But what’s the magic ingredient that makes you fight till death? What is the secret weapon that tells your mind there is no backing down, it’s do or die? What enables you to refuse NO as the final answer?I am sure you’ve heard before, that we’re all salespeople. We are all selling something from the day we are born, and the better our sale’s pitch, the better response we get. I would go as far as saying that we’re all sales creatures living on this earth and we are all striving for the things we want or need to survive, get
This particular discussion wasn’t the usual swirl of banter over making the best decision to produce a winner, his diminishing skills, the negativity that surrounds the alleged steroid issue, or the importance of him breaking the home run record in a Giants uniform. More specifically the discussion was about his influence on the numbers. Keep him or lose him, how does it affect company revenue? I think one of the quotes was something like, “At the end of the day, how many rear ends will he put in the seats of AT&T Park and what does that mean to revenue? I guarantee you that’s what upper management is thinking about.”
I found the hosts opinion to be honest, refreshing, and cuttingly truthful. It got me thinking about industries outside of the standard “sales driven” ones that use armies of salespeople (big or small) to proactively bring revenue through the door.
Smart companies (excluding non-profits) in nearly any industry make their key decisions based on their impact on revenue.
If they aren’t, I believe you’ll find that the company is either struggling or existing well below their potential.
There are a tremendous amount of organizations living well below their potential because they are not focused on being revenue driven. Trust me, I’ve seen it throughout my 25+ years of experience in selling, managing, building and leading sales organizations regionally and internationally.
Most people, when they think of the words sales, customer, revenue, they tend to think of those companies that have prototype salespeople whose sole purpose is to proactively bring revenue in the door.
But what about those industries that don’t get their revenue through a sales force model. Aren’t Legal, Accounting, Dentistry, Medical, Architectural firms also an example of revenue driven companies? I mean, call their customers clients or patients, but aren’t they really customers? And, don’t they want to attract more of them so that revenue will grow? Won’t that make for a healthier company?
I must admit, that in my work, industries like Real Estate, Mortgage, Broadcasting, Telecom, and Technology where the practice of proactively marketing their respective products and services is the primary strategy is my sweet spot.
Though measuring results and procedures is extremely important to the proper functioning of any business, there is a problem presented by the common habit of managers to focus on only the most recent results that have been achieved, instead of patterns and trends that explain outcomes over time. There is a great deal of risk involved in centering on only on the most recent measures that have been obtained.This risk is easy to recognize by anybody who has had to work with statistical process control, as there are always occurrences of error and sudden variation. These errors and variations are the result of having applied a measurement sys
I found the hosts opinion to be honest, refreshing, and cuttingly truthful. It got me thinking about industries outside of the standard “sales driven” ones that use armies of salespeople (big or small) to proactively bring revenue through the door.
Smart companies (excluding non-profits) in nearly any industry make their key decisions based on their impact on revenue.
If they aren’t, I believe you’ll find that the company is either struggling or existing well below their potential.
There are a tremendous amount of organizations living well below their potential because they are not focused on being revenue driven. Trust me, I’ve seen it throughout my 25+ years of experience in selling, managing, building and leading sales organizations regionally and internationally.
Most people, when they think of the words sales, customer, revenue, they tend to think of those companies that have prototype salespeople whose sole purpose is to proactively bring revenue in the door.
But what about those industries that don’t get their revenue through a sales force model. Aren’t Legal, Accounting, Dentistry, Medical, Architectural firms also an example of revenue driven companies? I mean, call their customers clients or patients, but aren’t they really customers? And, don’t they want to attract more of them so that revenue will grow? Won’t that make for a healthier company?
I must admit, that in my work, industries like Real Estate, Mortgage, Broadcasting, Telecom, and Technology where the practice of proactively marketing their respective products and services is the primary strategy is my sweet spot.
<Want to impact humanity and protect its health? Improve quality of life? Being a Bio-medical Engineer is a great opportunity to reach this goal. According to the US department of Labor, Bureau of Labor Statistics, employment of biomedical engineers is expected to increase faster than the average for all occupations through 2012. Hence, if you are considering your career in bioengineering field, you definitely are in the right career path.Bioengineering (also called biomedical engineering) combines engineering expertise with medical needs for the enhancement of health care. Those working within the bioengineering field are working with livi
Smart companies (excluding non-profits) in nearly any industry make their key decisions based on their impact on revenue.
If they aren’t, I believe you’ll find that the company is either struggling or existing well below their potential.
There are a tremendous amount of organizations living well below their potential because they are not focused on being revenue driven. Trust me, I’ve seen it throughout my 25+ years of experience in selling, managing, building and leading sales organizations regionally and internationally.
Most people, when they think of the words sales, customer, revenue, they tend to think of those companies that have prototype salespeople whose sole purpose is to proactively bring revenue in the door.
But what about those industries that don’t get their revenue through a sales force model. Aren’t Legal, Accounting, Dentistry, Medical, Architectural firms also an example of revenue driven companies? I mean, call their customers clients or patients, but aren’t they really customers? And, don’t they want to attract more of them so that revenue will grow? Won’t that make for a healthier company?
I must admit, that in my work, industries like Real Estate, Mortgage, Broadcasting, Telecom, and Technology where the practice of proactively marketing their respective products and services is the primary strategy is my sweet spot.
<Implementing new work techniques, strategies, or management systems in business organizations is often a daunting task for managers, as employees usually resist change. This is a fact acknowledged by several modern management theories. As such, any business organization that is planning to deploy Six Sigma needs to concentrate on building an effective communication system so that employee morale and productivity are not affected.Employee Awareness Is CriticalSix Sigma projects are not limited to a particular set of employees or functional department and are effective only when the organization as a whole understands the need and sco
Most people, when they think of the words sales, customer, revenue, they tend to think of those companies that have prototype salespeople whose sole purpose is to proactively bring revenue in the door.
But what about those industries that don’t get their revenue through a sales force model. Aren’t Legal, Accounting, Dentistry, Medical, Architectural firms also an example of revenue driven companies? I mean, call their customers clients or patients, but aren’t they really customers? And, don’t they want to attract more of them so that revenue will grow? Won’t that make for a healthier company?
I must admit, that in my work, industries like Real Estate, Mortgage, Broadcasting, Telecom, and Technology where the practice of proactively marketing their respective products and services is the primary strategy is my sweet spot.
<I’m just like you. I’ve put off making certain marketing decisions because I didn’t want to spend money. Sometimes that was a smart thing to do. But other times it just cost me money… and time… and I bet some future clients as well.What do I mean?For example – my recent changeover to an email service provider (ESP) to deliver NousNEWS, my monthly email newsletter. Not an earth-shattering decision on it’s own. But this one decision will save me hours of work and enable me to market my business more effectively. This will mean thousands of dollars in revenue to me over a 12-month period.Not only will I save time in future, but
I must admit, that in my work, industries like Real Estate, Mortgage, Broadcasting, Telecom, and Technology where the practice of proactively marketing their respective products and services is the primary strategy is my sweet spot.
Many of my articles can be found on dozens of websites under various topics of executive management, sales management, and leadership. They are usually on sales and marketing sites or those specific to the obvious revenue driven industries that use salespeople to bring the dollars through the door.
But something interesting has begun occurring.
I got an email from an accountant who said, “I read one of your articles on The Four Kinds of Sales People and I have to tell you, it’s not just about sales people. We need to break through to the next level too.”
Then I got an email from a website dedicated to lawyers requesting to put one of my articles on “Understanding your sales team” on their website. They wanted to change the word “salespeople” to “business developers. I said OK. I mean call it a patient or a client it’s still a customer. Call it a business developer or an account executive it’s still a sales rep.
So I got curious and sent the article that the law site customized to a couple attorney friends of mine and asked them about the importance of revenue.
Here’s what I discovered:
In industries such as legal and accounting, to actually proactively “sell” is considered distasteful. To directly pursue revenue in this manner doesn’t work. The key is to “attract” your customers (I mean clients). Attract through being visible, attract through meeting new people, attract through participating in functions, attract through doing a great job for your customers (I mean clients) so that they will become your advocate and refer you to their friends.
Next week I have to go to the dentist for my six-month cleaning. I’m one of his customers (I mean patients). As I’m leaving, they will ask me if I need any more whitener and they will certainly schedule my next six month visit. I like them. They put out a great service, become involved in the community, get themselves known and take advantage of the opportunities that come their way.
Since I’m not directly involved in any of these industries, I’m going to make an educated guess. They have meetings on revenue and how
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