Chief Revenue Officer!
B2B Success Model
Contents
Introduction
SECTION I: The Don't Ask, Don't Tell Sales Model
Chapter 1 Chief Revenue Officer
Chapter 2 Tanking Revenue
Chapter 3 The Cover-Up
Chapter 4 The Don't Ask, Don't Tell Model
Chapter 5 Sales Revenue System 2.0
Chapter 6 The Chief Revenue Officer Challenge
SECTION II The 5 M's Sales Process
Chapter 7 The 5 M's
Chapter 8 Message
Chapter 9 Motivation
Chapter 10 Money
Chapter 11 Methodology
Chapter 12 Market
Chapter 13 Implementing The 5 M's Sales Process
SECTION III: Bankable Forecast Process
Chapter 14 Zero Visibility Sales Forecast
Chapter 15 Creating Bankable Sales Forecasts
Chapter 16 The Four Aces
Chapter 17 Forecast Mix
Chapter 18 Forecast Reviews
Chapter 19 Implementing The Bankable Forecast Process
SECTION IV: Results-Driven Incentive Process
Chapter 20 Incentive Myths And Legends
Chapter 21 Foundations Of A Results-Driven Incentive Process
Chapter 22 Options And Variables
Chapter 23 Paying Salespeople
Chapter 24 Hunters/Rainmakers
Chapter 25 Farmers/Account Managers
Chapter 26 Implementing The Results-Driven Incentive Process
SECTION V: Skills-Based Staffing Process
Chapter 27 It Never Works
Chapter 28 Identify Key Behaviors And Characteristics
Chapter 29 Maintain A Large Pool Of Candidates
Chapter 30 Screen Out The Cute Puppy
Chapter 31 Skill-Based Interviewing
Chapter 32 Presenting Offers
Chapter 33 Structured On-Board Process
Chapter 34 Implementing The Skill-Based Staffing Process
SECTION VI: The Sales Revenue System 2.0 in Motion
Chapter 35 The Chief Revenue Officer Leadership Role
Chapter 36 Going For The Gold
Summary
Appendix
Index