Sales Revenue System 2.0

Your 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 Sales Model

Chapter 5 – The Sales Revenue System 2.0

Chapter 6 – The Chief Revenue Officer Challenge

Section II – 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 & Characteristics

Chapter 29 – Maintain a Large Pool of Candidates

Chapter 30 – Screen out the Cute Puppy

Chapter 31 – Skills-Based Interviewing

Chapter 32 – Presenting Offers

Chapter 33 – Structured On-boarding Process   

Chapter 34 – Implementing the Skills-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

Appendix

  CRO Success Rules List

  Four  Aces Forecast Spreadsheet

Index