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Would you argue that the need for people driving revenue generation is decreasing or increasing?”

This question is from the Focus Sales Roundtable: Professional Selling—Are We At An Inflection Point?
By: Guest
Date: Wed-Feb-17-2016-
Response
0
Great question Lauren. There are already too many willing to proclaim the death of professional selling. Whatever we call it, the responsibility/accountability for revenued generation within an organization will be a key function. For the forseeable future, I think there will be a high demand for that function. But the job is likely to look very different from the way sales looks today. New skills, new processes, redefined roles. Thanks for adding to our discussion of earlier today!
[d] By: Guest
Date: Thu-Feb-18-2016
Response
0
The drive to increase revenue is certainly increasing. The last couple of years companies have been focused on cutting costs to build the bottom-line. It's only natural for the focus to now move back to building the top-line. Increasing revenue is a 3-phase process. First with new customers. Second by increasing sales to existing customers and third by increasing prices. The need to increase prices can't be understated as it is far too easy for companies to allow their operating margins to decrease thinking they can make it up with more volume. Protecting margins in the face of increasing production costs and materials is absolutely essential for both the short and long-term health of any company.
[d] By: Guest
Date: Thu-Feb-18-2016
Response
0
Good question, Laura. With MarketingSherpa finding the #1 problem of CMOs is the lack of high quality sales opportunities, the answer to the question is clear. Companies are making a bigger push on activities to drive revenue than ever before. This means things like an agreed definition of a lead, content marketing, gentle lead nurturing, search marketing, lead scoring, sales hand-off and sales enablement are now corporate must-haves. Jeff Ogden, the Fearless Competitor
Find New Customers "Lead Generation Made Simple"
[d] By: Guest
Date: Thu-Feb-18-2016
Response
0
Laura, as many ahve pointed out, someone has to drive revenue. As long as there is commerce, revenue is an absolute necessity. Income doesn't grow on trees or magically appear; that creates the need for people who can generate income. Some organizations are creating new titles like the pharmaceutical industry that have Patient Representatives who never meet consumers and pitch medications to doctors. Their purpose is to drive revenue. "Nothing happens until a salesman sells something." -Anonymous "A rose by any other name would smell as sweet" -William Shakespeare
[d] By: Guest
Date: Thu-Feb-18-2016
Response
What is 1 + 100



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