Your Revenue Resiliency Toolkit

“The ability to withstand unpredictable threat or change and then to emerge stronger.”

This is how the team at McKinsey & Company defines resilience in their recently published an article on what they call The Resilience Imperative. They elaborate further that resilience is going to be more important in the coming decade than ever before when they explain, “Catastrophic events will grow more frequent but less predictable. They will unfold faster but in more varied ways. Disruption is becoming more frequent and more severe.”

Resilience can be financial, operational, technological, organizational, or reputational in nature but the greatest resiliency comes when an organization can anticipate and respond to threats across all categories to dynamically adapt as needed. Obviously, this kind of resiliency does not just fall into place – it is the result of careful planning to develop a revenue resiliency toolkit.

Topics: Revenue Growth Profitability Profit Sales Leadership B2B Sales Assessment Strategy Strategic Revenue Growth Action Plan B2B SMART Revenue CRO Chief Revenue Officer Revenue Generation Planning Revenue Development Action Plan Change Management

Understanding Revenue Operations

The term “Revenue Operations” is soaring in popularity these days. In fact, Chief Revenue Officer, VP of Revenue Operations, and Director of Revenue Operations are among the fastest growing job titles right now on LinkedIn.

But what is Revenue Operations?

Does your business need it?

And, if you do, how do you establish a Revenue Operations framework?

Revenue Operations (or RevOps for short) is an approach that aims to align sales, marketing, and customer service teams to give them the tools and resources needed to drive predictable revenue. As Bhaskar Roy explains in an article on the rise of Revenue Operations, “RevOps treats revenue not as a fortunate outcome of a quality product, but like a mirror of the supply chain — a pipeline that needs to be powered by optimized business processes.”

Topics: Revenue Growth Profitability Profit Sales Leadership B2B Sales Strategy Strategic Revenue Growth Chief Revenue Officer Revenue Generation KPI Business Development Planning Revenue Development Action Plan

Rebounding after a Downturn: How to Restart and Move Forward

“Forget past mistakes. Forget failures. Forget everything except what you’re going to do now and do it.” – William Durant

During a downturn unemployment can rise and economic uncertainty can abound in both B2B and B2C arenas. Consumers and businesses will continue to spend, although what they consume will likely change. Businesses will make purchasing changes based on supply chain availability and selling changes based on necessity. In some instances, these changes can be temporary, but more than likely they will be further magnified as things start to pick back up again.

While an economic recovery will almost certainly happen slowly, your business needs to be poised for revenue growth ahead of time to quickly seize opportunities as they arise. So, how will your business capitalize when the economy starts swinging upward again?

Do you know how to move forward in a restart? Ask yourself these questions:

  • Do you know how to control your spending without thwarting growth?
  • What will you do to preserve essential customer relationships?
  • Are you equipped to find revenue in new ways?
  • Do you understand where new revenue opportunities exist?
  • Can you change your way of thinking to adapt?
Topics: Profitability Leadership Strategy Strategic Revenue Growth Planning Forecasting Revenue Development Action Plan Change Management

How to Hire a Chief Revenue Officer

The role of the Chief Revenue Officer (CRO) is experiencing unprecedented demand right now. Resources on why a CRO is important are gaining traction, and CRO job postings are increasing. So, why are so many companies looking to hire a CRO for the first time?

Over the past last year, the B2B space has likely made about ten years' worth of digital adoption progress. CEOs are still trying to do it all themselves, but with advancement happening faster than ever before, they can no longer keep up, making CROs critical in a post-pandemic world.

No industry has been spared by the disruptive effect of this global pandemic. Some B2B organizations have been negatively affected by supply chain disruptions, stifled sales models, and shifting buying patterns. Others have seen exponential growth due to the emergence of new markets, shifted buying patterns, and grappled with scale-up operations. But businesses experiencing a boom are not in much better shape right now because they are also managing unprecedented revenue challenges.

The pandemic has not created a need for a CRO; it has accelerated the need.

Topics: Revenue Growth Leadership Strategy Strategic Revenue Growth CRO Chief Revenue Officer Hiring Revenue Generation Recruiting

Surprise! New Leadership Challenges in the Workplace

Did you notice the traditional year-end business predictions for 2021 never happened at the end of 2020? This seasonal staple was thrown out the window, like many of our routine practices last year.

Everyone seemed more focused on making it through the year than trying to anticipate what might be coming next. (With everything that January threw at us, perhaps that was a wise decision!)

However, now that we are firmly into 2021, it seems a little safer to look forward. With that comes an increased focus on tackling difficult leadership challenges to move organizations forward.

To succeed in 2021, business leaders must steer teams away from an unhealthy focus on the past, reconcile employee desires with business needs, establish new revenue models, acquire new customers using different methods, and amend strategic planning initiatives.

Topics: Revenue Growth Leadership Strategy Strategic Revenue Growth Management Excellence Professional Development Revenue Development Action Plan

Shifting Buyer Priorities: Understanding the B2B Landscape    in 2021

2020 saw the biggest shift in B2B buying, selling, and marketing in recent history. What was originally speculated to be a temporary pivot ended up being a cataclysmic shift in how revenue is generated in B2B organizations. The trends and strategies that emerged have permanently altered the future of B2B buying.

The biggest change to the B2B landscape over the last year has been the move to digital selling strategies. Digital is now the preferred contact and buying method for B2B buyers to do research, order products, and schedule service. And like many of the changes we have seen arise in 2020, the digital trend does not appear to be going anywhere any time soon. In fact, 80% of B2B buyers want to stick with digital interactions (remote interactions and digital self-serve) in 2021 and beyond.

Topics: Revenue Growth Profit Sales B2B Sales Strategy Strategic Revenue Growth B2B Technology Customer Relationship Management Business Culture Business Development Change Management

How to Make a Profitable Revenue Generation Plan

Executive leaders know there is always a push to generate more profitable revenue. However, the end of a fiscal year creates added pressure as companies strategize and plan for the coming year.

Your company’s success next year depends on the planning you are doing now.

So, what does your strategic revenue plan look like for next year? Ask yourself:

  • Where will revenue come from?
  • How will you prune your client base and modify offerings to increase profitability?
  • Can you trust your forecasts and existing sales processes, or do they need to be updated?
  • How will you encourage cross-functional efficiencies between sales and marketing?
  • Who will provide unbiased advice to leadership when big decisions must be made?

An effective revenue plan answers these questions and more.

Topics: Revenue Growth Profitability Profit Strategy Strategic Revenue Growth Revenue Generation Planning Revenue Development Action Plan

Sales vs Marketing – Who Owns Revenue?

Plenty of marketing professionals will tell you that their team is often misaligned, misunderstood, or competing against the sales team at their organization. Unsurprisingly, many sales professionals echo this same sentiment. In fact, a 2019 survey commissioned by LeanData and Sales Hacker uncovered that more than a third of those surveyed (37%) do not believe that sales and marketing are properly aligned.

Topics: Revenue Growth Strategy Strategic Revenue Growth Chief Revenue Officer Revenue Generation