Monthly Archives: July 2012

Territory Planning – A Key Success Factor

Posted on July 27, 2012 by jim@revenuewonk.com

One of the most important actions an individual sales rep can take to ensure success is to create a strong territory plan.  This plan is the sales rep’s personal business plan.  If done properly it will provide the rep a … Continue reading →

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The Open Question

Posted on July 19, 2012 by jim@revenuewonk.com

One of the challenges salespeople have always faced is how to keep the prospect’s mind on their solution.  Many times in their zeal to stay in front of the prospect salespeople cross the barrier and become a nuisance.  Once that has happened … Continue reading →

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Salespeople and Driving Demand

Posted on July 13, 2012 by jim@revenuewonk.com

Nothing happens in a High Performance Revenue Engine without demand.  Now this demand is driven in a variety of ways or what I call Demand Channels.  For example one Demand Channel could be email marketing.  In this channel some number … Continue reading →

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What is a Customer Centric Process?

Posted on July 12, 2012 by jim@revenuewonk.com

I had to call the bank yesterday.  I am sure you have been through the drill.  The auto attendant asks you to input you account number, last four digits of your social security number and some other bits and pieces … Continue reading →

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High Performance Revenue Machine

Posted on July 6, 2012 by jim@revenuewonk.com

Every company should have a High Performance Revenue Machine.  You put leads in one side and consistent forecastable revenue comes out the other.  A High Performance Revenue Machine maximizes a company’s application of both the art and the science of … Continue reading →

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Happy Birthday!

Posted on July 4, 2012 by jim@revenuewonk.com
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