What is a Chief Revenue Officer - Job Description and Responsibilities

The chief revenue officer is a pivotal role directly influencing the future of a company, and covers new business sales, installed client base sales, marketing, and partner strategy. Adding a new CRO to an organization sends the message: “our company wants a growth hacker” with a passion for growing business.

As a company evolves, it may become apparent that a chief revenue officer is needed, and that person will lead the charge as they take on the responsibility for all aspects of driving revenue to the company. As with most CXO positions, each company will require a CRO to play different roles. There is no “one-size fits all” job description.

Topics: Revenue Growth CRO Chief Revenue Officer

Increase Profitability with SMART Revenue

"It is time to lower the price." Competition, entering a new market, bad economy, and lack of success are all reasons you might have this thought. Is it worth the risk to lower price knowing it will impact your profit margin? 

Moving forward, instead of lowering prices and firing staff, consider what it takes to increase profitability with SMART Revenue.

Topics: Revenue Growth Profitability B2B Sales Strategy SMART Revenue

4 Steps to Profitable Revenue Growth

As your business begins its annual climb up the revenue mountain there are four steps that are essential to achieving profitable revenue growth

Your company can increase its profitable revenue by working to maintain those clients who are your company’s BEST clients and targeting prospects who will become your BEST clients.  Don’t waste your team’s time, energy and resources by keeping the wrong clients and targeting the wrong prospects.  Hour upon hour will be devoted to keeping existing clients and gaining new ones, make sure they offer you the best opportunity for increasing revenues and profits.

Many business leaders often find themselves wondering why the clients that take up 80% of their organization’s time only generate 20% of their revenue or profit.  It’s because they are focusing their valuable time, energy and resources on the wrong clients and prospects.

Topics: Revenue Growth Profit B2B Sales Strategy

King County Executive's Small Business Awards

The King County Executive's Small Business Awards ceremony was held today. I had the opportunity to attend and met a great group of business owners and leaders. Essex Porter of KIRO TV was the emcee. Dow Constantine, King County Executive, was our host and presented the Small Business of the Year Award.

Topics: Revenue Growth Leadership News Awards

The 5 Essentials for Profitable Revenue Growth

There are five steps that are essential to achieving profitable revenue growth.
Your company can increase its profitable revenue by working to maintain those clients who are your company’s BEST clients and targeting prospects who will become your BEST clients.  Don’t waste your team’s time, energy and resources by keeping the wrong clients and targeting the wrong prospects.  Hour upon hour will be devoted to keeping existing clients and gaining new ones, make sure they offer you the best opportunity for increasing revenues and profits.

Many business leaders often find themselves wondering why the clients that take up 80% of their organization’s time only generate 20% of their revenue or profit.  It’s because they are focusing their valuable time, energy and resources on the wrong clients and prospects.

Topics: Revenue Growth Profitability Strategy

Bridge the perception gap to achieve profitable revenue growth

In the ongoing quest for profitable revenue, business owners and executives need everyone in their organization to be an enthusiastic brand advocate. However, not all of the team's perceptions are the same. This infographic highlights the gaps in perception that owners need to continue to work on to "bridge the gap" with their employees.

Topics: Revenue Growth Profitability Infographic

Would your clients vote for your company? Are you sure?

Long time independent newspaper The Seattle Times has lost my vote because I don’t know whether I can trust them anymore.  They crossed the line last week and I moved from proud print subscriber to a non-subscriber overnight.  They stopped living their brand while searching for new revenue streams.  When they did that they lost my trust. 

Revenue is essential to every organization.  In a declining industry like print news a new revenue stream is critical.  However, no company can afford to lose customers (even indirect customers) in their quest for new revenue streams.  To keep an existing client base a company must continue to fulfill its brand promise. 

They must live the talk.  

Topics: Revenue Growth Brand Management Strategy