Let’s Talk about Revenue Operations

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Revenue operations is a topic that we are seeing come up more and more often. I want to put my thoughts out there. So we can get started on the right foot, let’s start with a definition. What is Revenue Operations? Revenue Operations, often called RevOps, is the active processes and functions used to generate revenue within a business. Revenue … Read More

Why This Sales Process Works (& Why Others Don’t)

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Imagine if you had a roadmap, a process, where after you pass through each gate, the likelihood of success increases. You could assess your current state, you could assess how you are progressing, you could assess potential risk.

Leadership – addressing the current VOID

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Addressing the Leadership Void

I was fortunate enough to work with a retired Col. early in my career. There are a number of statements Chuck made that have stuck with me over my career. The first – “Be Bright, Be Brief, Be Gone” – when briefing others. This was likely borrowed from President Woodrow Wilson’s “Be Brilliant, Be Brief, Be Gone”. Providing Guidance, Direction, … Read More

What Goes into a Decision?

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**Updated Data as of 08/31/2020** What goes into a decision? How does this change depending on if it is a good decision or a bad one? How does this change if it is reversible or not reversible? That’s a lot to think about – some decisions are like that. A lot has been written, read, stated, shared around decision making. … Read More

Where Does Revenue Come From?

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Where Does Revenue Come From?

Better yet – where does your revenue come from? Can you draw it up on a whiteboard? If everyone in the org drew their version of the model, equation, funnel, etc – would it look the same? This is a challenge I’ve been working on in one way or another for the past 20 years. Replace revenue with “audience or … Read More

Clarity and Focus – Lead to Execution

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Well – they do, if you do the work… I get it most of us do not like math. However, there are a couple of us out there who do. I’d like to start this journey by looking at the execution problem as an equation. This one is going to be a relatively simple equation that will lead to predictable … Read More

Timely Topics – The What, Why, How, and Impact as We Adopt Remote Work

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Timely Topics

Many of us are making the transition to remote work, work from home, or varied hours as we adopt social distancing and work to combat the current pandemic. We are all in this together. However, some of us are further along the “work from home” journey than others. Some having worked this way for years while others of us are … Read More

What Do Christmas Movies Have to Do with Sales?

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Merry and Bright

25 Days of Sales Tips The 25 to 30 days between Thanksgiving and Christmas are my favorite of the year. It’s a time to give thanks, reflect, connect, prioritize, and execute. In November you reap the rewards of work, the foundation, you put in place at this time last year. It’s also a time where it makes sense to watch … Read More

Friction in Your Process – Is this Good or Bad?

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Friction is necessary when you want to create, and build momentum. Friction is less interesting when you want to maintain momentum. Friction is part of the process of change. Organization Friction What about organization friction?  How can it be used to create momentum? Friction is a powerful tool if you want to create change, shift direction, or create movement.  It … Read More

Catalyst Sale Account Plan Template

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“If you don’t know where you are going, you’ll end up someplace else.” – Yogi Berra This week we discussed the Catalyst Sale Account Plan template. This was the third in a series of discussions where we will focus on the tactical aspects of Sales. Many of the concepts discussed can apply to project planning, program management, and strategic initiatives … Read More