RevCult Blog

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

4 Marketing Metrics to Fire Up Your Revenue Engine

Posted by Nick Hofer on Aug 20, 2015 3:21:00 PM

 

How often do you find yourself staring at a report or dashboard and asking yourself, “What am I supposed to do with this?! Is this what a ‘TPS Report’ from Office Space looked like? Are these complex numbers even useful? If so, what business decisions can I make with this information?” These are all good questions. Making business decisions based on reports that include useful metrics can result in unbelievable revenue growth for your company. However, utilizing reports that feature useless metrics can stunt your company's revenue growth and result in roadblocks.

It can be difficult to discern whether the data you’re tracking is useful or useless. If you’re looking at your metrics and wondering how you can leverage the information to make good business decisions, you’re on the right track. But how do you know if you’re tracking the right metrics? In short, your reports should be providing you with actionable data that will assist you in making better-informed decisions. On the other hand, if your reports include metrics that do not benefit  your lead generation strategy at all, you’re likely tracking useless data.

To help you gain a better understanding of which metrics will help maximize your revenue growth, we have compiled a list of the 4 most important marketing metrics that you should start tracking today. These metrics will aid you in making informed, smart decisions as a business leader managing your revenue engine.

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Topics: Revenue Marketing

Is it really time to dismantle the Sales Machine?

Posted by Brent Bonine on Jul 21, 2015 1:19:44 PM

 


I recently received an article sent to me from a sales rep that I am coaching.  The article was published in Harvard Business Review (HBR) which claimed that it’s time to “Dismantle the Sales Machine.” https://hbr.org/2013/11/dismantling-the-sales-machine  The premise of this article is that for the past two decades, Sales Leaders have become too fixated on sales process disciplines – creating opportunity scorecards, qualification criteria, and activity metrics all designed to replicate the performance of top producers.

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Topics: Revenue Culture

Popup action confirmation with Apex parsing in Visualforce

Posted by Craig Probus on Jul 9, 2015 11:29:00 AM

 

Visualforce is a very powerful tool in the Salesforce1 platform arsenal but, as with any technology based on the client/server model of the http protocol, it has certain limits as to what it can and cannot do. There are always programmatic ways around these limits of course, and each carries with it varying degrees of complexity, pros, and cons.

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Topics: Revenue Technology

Marketing. Smarketing. The Successful Marriage of Sales and Marketing.

Posted by Nick Hofer on Jun 30, 2015 3:32:00 PM

 

 

I hope the headline got your attention. That was my intent.  You may be thinking it was just a ploy to get you to pay attention. In reality, this is serious stuff.

Whether you are a business leader, the head of marketing, or the head of sales…or perhaps you are in an organization that requires you to wear all of these hats…smarketing is no joke. 

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Topics: Revenue Management

Slack breathes life back into Enterprise Social Collaboration Tools

Posted by Craig Probus on Jun 2, 2015 4:48:00 PM

 

That Dog CAN Hunt 


In 2011 and 2012 social media grew up and became ubiquitous in our lives. The Arab Spring was facilitated by Facebook and Twitter. If social media tools could enable disenfranchised citizens in Tunisia and Egypt to self-organize and manage to topple entrenched dictators, imagine what this technology could enable your employees to accomplish! The benefits of social media in an Enterprise has the potential to increase efficiency, flatten communication lines, and enable project teams to be much more responsive. Enterprise Social Collaboration tools could be the missing link to make companies agile.

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Topics: Revenue Technology