Revenue team
& Cycle
Align the Sales, Marketing & Customer success departments
Revenue Management
& Operating systems
Grow Profit, Revenue
& Firm value
Revenue team
& Cycle
Align the Sales, Marketing & Customer success departments
Revenue Management
& Operating systems
Grow Profit, Revenue
& Firm value
The marketing role has been about telling the company's story, introducing the offer in the market, and creating brand awareness. However, we see customers' expectations changing as they have become more digital, better informed, and more impatient. Marketing is not just about brand awareness and storytelling anymore, transforming into a commercial function that provides a real impact on the business's revenue is necessary. The skill set needed in marketing is changing due to data overload, changing channels, marketing mix, and losing control of the buyer's journey. Catching up means aligning with other departments, providing a complete view of your customer's perspective and adjusting according to data and market fluctuations.
Sales is a necessary and powerful department, yet the way we sell has changed into a complex process. Surprisingly, companies still ask for the same sales skills we had ten years ago. Sales is facing their own complex transformation as customers are buying more online, and they rely on fast-changing analytics to engage personally with the customers. Furthermore, there are more revenue streams created going through various channels, making it difficult to step in at the right time of the buyer's journey. Leading to a loss of visibility and gaps in understanding their customers. It's time for Sales professionals to embrace technology as an asset and act as the customer's advocate, narrowing the gap between customer and company. Showing that sales doesn't start with the sales department, nor does it end there and push for cultural transformation within Revenue Operations.
Customer service, or customer success, as called within tech companies, is a department that has not been fully appreciated and utilized to its best potential. The role of service is and has been increasing due to the rise of customer interactions and plays a huge role in revenue growth and expansion. It's not only about implementing customer care, the main focus has shifted to growing the customer relation lifetime. The Service department is the biggest influencer to increase recurring revenue as they often have more data on customers than marketing has and can use this in their sales. The two major challenges we see now are that "service" does not exist as one entity nor does the service department have someone in their executive team.
Revenue cycles should be treated as an integrated whole, before, during and after the transaction, it's not just the sales department responsibility.
This approach asks for an integrated system and approach that unifies your revenue operation team that includes Sales, Marketing and Customer success.
Here is were Sales Scaleur comes in with 25 years of experience in sales and revenue growth. Sales Scaleur support companies in navigating in this transformation by offering Revenue strategy reports, Strategy implementation, workshops or trainings.
Change is everywhere, are you ready to stay ahead?