Customer relationship management (CRM) is a powerful tool for businesses, allowing revenue and growth teams to understand their customers better and build stronger relationships. However, it's important to remember that the CRM data that you are using to make important decisions can't always be trusted. Here's why:
What comes to mind when you say high-performing sales teams? According to this recent article by Forbes, high-performance sales teams aren't just defined by the year-over-year revenue gains and profitability. Rather, they share fundamental characteristics beyond their performance metrics. Here are the top 4 listed and that really resonated with me:
So much emphasis is placed on new revenue growth ---revenue targets, quotas, and new deals. But what about the revenue that slowly leaks away under the line of visibility? In our years of experience working with clients to maximize revenue potential, we’ve sealed many revenue leaks. Understanding where these revenue leaks are showing up in your sales process will help you to reach your next phase of growth much more quickly.
Successful growth companies face revenue stalls and leaks. However, they are tricky to navigate.
There’s treating the data you need to reach your goals like an afterthought. And then there’s the data-first approach. The former is typically unstructured, unsystematic, and unstrategic. The latter is focused— and above all else, geared towards producing an organization’s desired outcomes by giving leaders the data they need to drive growth.
How does the unstructured approach manifest organizationally? We think of the marketing leader who is unable to identify whether the last $100,000K campaign investment resulted in paying customers. We think of the sales leader who has insufficient leads despite the fact that their CRM/marketing system holds thousands of industry contacts. We think of the CEO who acutely needs to grow revenue but knows that sales forecasting is completely unreliable.
When revenue stalls in a multi-million-dollar company, it produces a unique form of stress for the C-suite. It’s the confusion, worry, and frustration of the success-turned-stall-story. Why do companies with the wherewithal to build themselves to such a size suddenly run out of gas? And where is their restart?
Proprietary Program Targets Revenue and Productivity Acceleration
Digital Magenta Inc., a consultancy specializing in unlocking the right data for revenue and productivity acceleration, is unveiling their Growth Data™ platform. Setting a new standard for how data can specifically drive revenue, it will support companies in leveraging the strong economic rebound on the horizon.
‘Pivot!!!’ – It’s not just one of our favorite Ross Geller moments from Friends… It’s what almost every business is trying to do right now in the face of truly unique circumstances. Whether your business is pivoting its offer entirely, or only how you deliver it, one thing is common – your go-to-market strategy needs to change.
In a recent article, Forbes shared that, “85% of enterprise decision-makers say they have a time frame of two years to make significant inroads into digital transformation or they will fall behind their competitors and suffer financially”. This just got a lot more urgent given the current economic landscape.
