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“Growth at Any Cost” is a Path to Failure. You Need Quality Revenue - Here’s How
Manage episode 427990475 series 2990248
Rachael McBrearty에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 Rachael McBrearty 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.
For years, the mantra was to book any deal, at any cost, and just show the revenue growth. That model is now outdated as Boards want to see quality, profitable revenue. All deals are not created equal, and you should incentivize your sales team to focus on quality.
Key takeaways:
- Why it’s no longer enough to chase the most revenue, to grow at all costs even if you aren’t profitable.
- Why it’s no longer enough to manage complex (and costly) revenue calculations on clumsy, error-prone spreadsheets.
- Why it’s no longer enough to blindly call the ball on your forecasts and white-knuckle it through the year hoping you were right.
These approaches might have worked for your predecessors, but today, we have the technology and tactics to push well beyond that. A quality revenue operation is the engine that drives your business, and most organizations don’t give their revenue operation the attention it deserves. In this sprint of a talk, we will cover how you can measure and motivate to achieve quality revenue.
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Previous guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 Marketing
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