Revenue Rules

Revenue Rules 

  1. Always know who the decision-maker is; understand how decisions are made and P.O.s are cut, including time.
  2. Always play to win – different from playing not to lose.
  3. Ask every customer and partner for referrals. Who else is in the same position? Who else might benefit?
  4. CIOs think in terms of “means” (e.g., virtualization) while CEOs think in terms of “ends” (e.g., revenue growth).
  5. Customer meetings are game time. Ensure coordinated execution. No “practicing” in front of the customer.
  6. Debriefing is a critical part of sales process. What could I/we have done better with customer. Continuous learning.
  7. Do not confuse effort for results. You are judged on results. Results mean getting the right things done.
  8. Do not peacefully co-exist with the competition. Crush them by delivering customers better value and service.
  9. Do not sell yourself into bankruptcy with aggressive discounting. Every deal must be profitable for the company.
  10. Every day you must work to earn the right to be the customer’s trusted advisor.
  11. Every morning, rise and grind.
  12. Face time equals revenue.
  13. Keep you pipeline clean. Long-shot deals and unqualified opportunities are a distraction.
  14. If you are not the hunter in business, you become the hunted.
  15. If you lose a deal, get over it fast and come back smarter and stronger. Do NOT repeat the same mistake twice.
  16. If your product does not help the customer make money or save money, it is a nice to have, not a must have.
  17. Maintain equal business stature when selling to executives. Power buys from power.
  18. Position solutions as investments for customers, not costs. Investments have a positive ROI and payback.
  19. Practice the 10X Rule: Whatever activity you think it will take to achieve a goal, multiple it by ten.
  20. Prioritize, prioritize, prioritize.  Always focus on the important, not the urgent.
  21. Publish your email address to remove barriers and create a direct connection with customers.
  22. Revenue solves all problems. Sales cure all.
  23. Sales managers must lead the battle from the front with their sword in hand, not from the back where it is safe.
  24. Say your telephone # slowly and clearly on VM. Customers will ignore or get irritated if they have to rewind it.
  25. Second money is easier than first money with customers. Look for ways to sell more to your existing customers.
  26. Seek to dominate your market instead of just being competitive. Do NOT compete in your market. Dominate it!
  27. Sell every day like your life depends on it because it does!
  28. Sell every day with the same intensity as month-end, quarter-end and year-end.
  29. The speed of the leader is the speed of the team. Faster is better.
  30. Treat customers/partners how you want to be treated. Karma comes back around right away, not in next lifetime.
  31. Waiting for customers/deals to come to you is what victims do. Go to the money; get out in front of customers.
  32. We are not a 501(c)3 company. We are here to make money. Use your time and resources wisely.
  33. Winning takes care of everything.
  34. You play (sell) like you practice (role play, prepare). Only perfect practices makes perfect.
  35. You will never have time to prospect and build pipeline unless you schedule time for it on your calendar.

All contents copyright © 2013, Josh Lowry. All rights reserved.


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