Don’t Force the Income Statement into a Balance Sheet.

Ultimately, successful start-ups and turnarounds are able to connect vision (strategy) to efficient day-to-day execution (tactics).  How these startups connect vision to execution is defined by leadership, teams, and good old-fashioned hard work.  The start-up and turnaround environment is exciting, stressful, and almost always characterized by constrained resources. A common …

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Deal Efficiency – Maximum Profit & Margin for Each Dollar/Unit Sold

  For companies to remain competitive in the market of today,  sales and marketing organizations must efficiently utilize all available corporate resources.  The graphic above illustrates the sales performance philosophy of Moriah Ventures, LLC.  Moriah Ventures provides sales consulting strategies designed to garner maximum profit and margins for each dollar/unit …

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The Sales Funnel is Dead

The Sales Pyramid – An Effective Alternative to the Traditional Sales Funnel

The traditional sales funnel is old stale thinking  promoting bad habits in the complex world of business to business selling.  The customer pyramid is the antidote to these bad habits.

1-15-14 Customer Pryamid COPY.001

The Customer Pyramid – A better metaphor for suspect development

The customer pyramid  implies  suspects can only reach the ultimate goal of                                    becoming a revenue generating customer, via executable strategies and tactics.  Strategy and  tactics administered by sales professionals.  The strategic and tactical efforts of sales professionals are the forces which pull suspects up to the top of the pyramid.

Traditional Sales Funnel
sales-funnel

In the traditional sales funnel, metaphorically,  customers are the few business at the bottom of the funnel.   The imagery of the sales funnel is these few customers support a vast universe of suspects and prospects.  Furthermore, the funnel suggests  a constant  stream of prospects flow, like water, through the funnel by the effects of the powerful force of gravity.  The implication being revenue generating customers are created by outside forces, metaphorically gravity, alone.

Alternatively, the imagery of the sales pyramid represents strategy and tactics as the force ultimately pulling suspects through the revenue cycle into satisfied customers.  Outside, uncontrolled forces working alone cannot pull customers to the top of the pyramid.

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Establishing Culture on the Revenue Team

Establishing culture in the sales organization is crucial to creating efficient high performing sales teams.  The sales leader must define what is important, create a common language, establish expectations, and set values that are understood.  Obviously, there are many strategies and techniques to establish culture. An inexpensive example of establishing culture …

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Efficient Sales Leaders Must Define Success

Leaders of the most efficient and powerful sales organizations must define success for the teams they lead and the executives they support.  This definition of success becomes an intrinsic part of the sales culture.  But defining success  across the entire revenue producing organization is not all that simple, nor is …

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Deal Efficiency – The quest for sustained revenue growth and climbing margins

In reading various blogs and financial periodicals there is a renewal of interest in sales efficiency, marketing efficiency, sustained margin growth, and sustained revenue growth.  CEO’s are continually forced to find new sustainable strategies to grow revenues and margins. There is a sense that this question has renewed interest, and the …

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The New Strategic Selling – Robert Miller and Stephen Heiman

The New Strategic Selling by Robert Miller and Stephen Heiman is an outstanding treatment of executing complex sales in a business to business environment.  This book provides detailed strategy and tactics to properly navigate diverse buyer types, response modes, and competing interests in all organizations.  The most efficient and effective …

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