Revenue Foundations
Foundational systems, workflows and strategy for building a scalable revenue function.
How do you build the foundations for a winning revenue team?
Building the foundations for a revenue team starts with defining your ideal customer profile, deciding the messaging that will entice them to buy, thinking about the problem space and your positioning within it and finally how you will reach buyers with your message.
The following articles form the foundational operational systems modern B2B revenue teams need to build an effective revenue function from the ground up.
In Bonsai, the artist first focuses on growing a trunk before they think about the future growth of branches.
Modern teams can learn a lot from this approach, too often teams look to go to market without taking the time to think critically about how they will do it.
Who are you selling to?
How will you reach them?
What messaging will land?
What does the space look like?
How will you win?
The knock on effect of selling prematurely is not only a huge waste of time and resources. It also usually means selling to the wrong people, weak positioning, poor qualification, low conversion and forecasting chaos.
In my experience these foundational decisions ultimately determine the downstream sales execution quality and therefore getting them right is essential.
We shouldn’t let perfect be the enemy of good either, but critical thinking is a must in forming a revenue strategy.
The articles below aim to give a full foundational system on which you can grow your revenue branches.
