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“Growth at Any Cost” is a Path to Failure. You Need Quality Revenue - Here’s How

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Manage episode 427990475 series 2990248
内容由Rachael McBrearty提供。所有播客内容(包括剧集、图形和播客描述)均由 Rachael McBrearty 或其播客平台合作伙伴直接上传和提供。如果您认为有人在未经您许可的情况下使用您的受版权保护的作品,您可以按照此处概述的流程进行操作https://zh.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 That model is now outdated as Boards want to see quality, profitable revenue.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.

If you enjoyed this episode, then please either:

OpsStars Podcast is hand crafted by our friends over at: fame.so

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
Check out our three most downloaded episodes:

  continue reading

92集单集

Artwork
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Manage episode 427990475 series 2990248
内容由Rachael McBrearty提供。所有播客内容(包括剧集、图形和播客描述)均由 Rachael McBrearty 或其播客平台合作伙伴直接上传和提供。如果您认为有人在未经您许可的情况下使用您的受版权保护的作品,您可以按照此处概述的流程进行操作https://zh.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 That model is now outdated as Boards want to see quality, profitable revenue.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.

If you enjoyed this episode, then please either:

OpsStars Podcast is hand crafted by our friends over at: fame.so

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
Check out our three most downloaded episodes:

  continue reading

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