RevCult Blog

Stress Testing Your Salesforce Code: Why, When & How

Posted by Daniel Pulache on May 18, 2017 11:31:10 AM


There is only so much one can do when testing code in Salesforce.com. When it comes to testing code, there are manual tests, unit tests, and bulk tests. The importance of each test comes down to the specific scenario the code is covering. Regardless of what scenario one is testing, the code should always be bulkified. This blog emphasis on the importance of bulk testing, rather I would call it stress testing, and how to do it. 

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Topics: Revenue Technology

How Lazy Sales People Sell More: What Smart CEOs Know (Part 1)

Posted by Andreas Schenck on May 3, 2017 9:03:00 AM

 

Lazy sales people sell more? That seems wrong. It’s not, let me explain:

Some of your most successful sales people work a lot. And those same employees also garner an over-proportional share of the business won in your company. It is not uncommon for the top 30% of your sales team to achieve 70% or more of the results. To achieve that, top performers don’t rely on working more hours. In fact, per transaction they often work less since they avoid feel-good sales activity, a common go-to strategy of the average sales person who mistakes activity for progress. Top sales performers are more deliberate, more surgical and more customer focused than their compatriots. Let’s analyze these points so you can apply the “lazy skill” to make the rest of the team better.

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Topics: Revenue Culture

The Key to Being an Exceptional Salesperson

Posted by Brent Bonine on May 10, 2016 10:00:00 AM

I’ve spent the past couple of decades in the field of sales. I’ve been around long enough to have learned a few things and I’ve come to understand that experience can be both a blessing and a curse. The blessing comes from the experiential knowledge that is gained from each sales engagement. The curse comes from getting comfortable and not recognizing when the game has changed.  

Sales, like every profession, is radically different today than it was just a few years ago. Unfortunately, many companies have been slow to recognize the change and have failed to help their salespeople adjust to the new way - leaving companies and salespeople frustrated by disappointing results.

To understand what has changed, let’s look at how sales has evolved over the past 20+ years. 

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Topics: Revenue Culture, Revenue Management

Your GTM Plan - The Foundation to Building Your Revenue Strategies

Posted by Nick Hofer on Apr 12, 2016 12:21:24 PM

Recently, my colleague Andreas Schenck wrote about the importance of having a Go-To-Market (GtM) plan. It should come as no surprise that I couldn’t agree more! In his blog post, Andreas provided several tools that are helpful to establish the direction and strategies for your company. I’m going to elaborate on these strategies and provide some steps to help document and capture your GtM plans to articulate and communicate the strategy across your team.

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Topics: Revenue Marketing

What smart CEOs know: Want more sales? Focus on your Go-to-Market strategy first!

Posted by Andreas Schenck on Mar 22, 2016 10:40:00 AM

 

When sales are not where they should be, one common “solution” to dealing with lackluster or unprofitable growth is to replace members of the marketing and/or sales team. This often does not have the desired effect since the root cause for lower than possible revenue growth frequently lies in the company’s strategic approach. As the CEO, that’s your action item to address. In this blog, I want to share some simple and tested methods to build a go-to-market strategy that allows your Marketing, Sales and Account teams to rock!  

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Topics: Revenue Culture, Revenue Management

Get Personal With Your Buyers

Posted by Nick Hofer on Nov 24, 2015 9:34:54 PM

As consumers, we are bombarded with marketing messages for products and services that either appeal to us or are completely irrelevant. As a marketer, the challenge of getting in front of your prospective and existing buyers is becoming more and more difficult every day. Thus, understanding your buyers is critical in creating, executing and measuring your sales and marketing strategies. As a business leader, how well do you know your buyers?

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Topics: Revenue Marketing

Q4: It's Time to Tune-Up Your Revenue Engine

Posted by Brent Bonine on Oct 29, 2015 4:29:45 PM

My first car was a 1967 VW Squareback – a classic.  I bought it used and it was more than 10 years old when I purchased it. It was a simple car with a basic engine that ran great (as long as I kept oil in it). Outside of the routine maintenance, I only fixed my car when it broke. If I was lucky, my car would warn me when something was about to happen. It might start performing sluggishly, idle rough or make strange noises to give me a warning that my engine needed work. Then, I’d take it to my mechanic. He would diagnose the problem and let me know what needed to be fixed; hopefully before any major repairs were needed.

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Topics: Revenue Culture

Keeping Your COO Happy...From Shadow IT to Citizen Developer

Posted by Craig Probus on Oct 2, 2015 1:43:13 PM

Just before last month's Dreamforce event, Salesforce announced the App Cloud, a tool helping companies quickly build business applications. The App Cloud is a set of tools that will align the CTO and COO to support Line-of-Business (LOB) functions. Why?

Because quite often, an enterprise IT shop has a huge backlog of requests, and the COO wish list usually falls to the bottom of the list due to higher priorities for client-facing features, market demands, and compliance. The App Cloud provides a path leveraging “Citizen Development” while maintaining Enterprise level security.

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Topics: Revenue Technology

Does Your Emperor of Sales and Marketing Wear Clothes?

Posted by Andreas Schenck on Sep 15, 2015 7:50:00 PM

In my last blog post, I discussed that lazy sales people sell more. It turns out they follow these principles:

  • They work on the best, closable opportunities. They know when a prospect is kicking tires and when they are ready to make a decision. They never guess.
  • They do the right thing at the right time. They follow a forward-thinking and intelligent sales process.  
  • They are driven by authentic client focus. They “sell” to make a difference.

Some of you asked a very good question after reading my previous blog post: “What does an organization need to do to support and motivate these behaviors?” 

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Topics: Revenue Culture, Revenue Marketing, Revenue Management

Excel Is Not a Workflow System

Posted by Craig Probus on Sep 1, 2015 2:28:00 PM

 

If you're using Excel to manage critical business processes, you're taking a huge risk. Excel is a great tool for calculations and creating tables, but it was not designed to manage workflows or complex business tasks. This was hilariously summed up by Fortune when they published a laundry list of high-profile Excel bloopers.

It’s a story we have heard many times...There was a new business process and no system supporting the new workflow, so a proactive employee used Excel to organize the process and provide metrics. It worked in the beginning. Yet, over time this escalates into a serious problem as the Excel file grows and more people get involved in the workflow. 

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Topics: Revenue Technology

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