Fundamentals are fundamentals for a reason. Why do you think Lebron James is so good at basketball? It’s because he puts the hours in and does the fundamentals over, and over, and over again.
It’s the same for your team–put the hours in, do the fundamentals, and see revenue success.
In this episode, Jason Chapman talks all about the basics your team might be missing in order to build a resilient, reliant revenue machine. Jason is the SVP of Commercial Strategies and Operations at Infor–a software that builds successful businesses. Listen in as he shares how the best companies leverage their revenue teams to have a broader impact than just the bottom line, how the best sellers are collaborating with their customers, dissecting the key fundamentals of the revenue process, how to ‘earn the right’ to sell to customers, and more.
Here’s what’s inside:
-
Understand your trade-offs: Between your market reality, product reality, and your financial reality…Jason says if you’re hyper-focused on the customers that you can serve best and you're putting R&D dollars into the things that they care about, and then making sure that you've got the commitments from a revenue perspective, this will play a role in the rest of your business.
-
Work collaboratively with your customers: Jason says now more than ever, it’s important to realize you are going on a journey with your customers, so it’s important to value them–sometimes more than you value your team. If your customer isn't willing to agree to give you access, data expertise, and most importantly, time, to do proper discovery, that’s a surefire path to revenue leak.
-
Focus on the fundamentals: Jason says there is consistency to the secret sauce of success. It’s just like Lebron James…he practices, puts the hours in, and shoots over and over and over again. That’s why he’s so successful! It’s the same for the revenue process. It comes down to prospecting, qualifying, and managing to a rhythm. Get back to the basics with your team this week.
Grab this week’s Checklist
Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision.
See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn.
→ Clari.com
The Run Revenue Show