The Perfect Revenue Engine
What makes the perfect revenue engine?
Before we get there I want to comfort some of you: you’re never going to have 100% forecasting accuracy or 100% conversion rates or 100% upsell rates no matter how smart you are, or hard you work.
“Never let great be the enemy of good”
Start by making things continuously better and better via iterative cycles.
Work towards perfection but fully understand it is unattainable due to things out of your control: buyer priorities change, buyer behaviors shift, competitors alter tactics, technological advances enhance buyer expectations, etc.. All of these will require you to change your revenue engine accordingly.
Three things make for the ideal revenue engine:
Power
Efficiency
Reliability
Power is about how much. Efficiency is about how fast. Reliability is about how predictable.
Revenue engine power equates to critical rates such as lead creation and pipeline creation. This measures the overall level of energy in the engine. Never mind conversion if you have…