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Prevent Your Revenue Desk From Becoming the Discount Approval Board

If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a...

10 Ways to Upgrade Your Deal Desk to a Highly Productive Revenue Desk

Deal Desks have served an important role for many years. However, there is an emerging best practice to expand the value of the Deal Desk by transforming it into a Revenue Desk. This emerging best practice, if implemented, will help...

Revenue Desk Strategic Planning Tool

Download the Revenue Desk Strategic Planning Tool. Key Benefits: Assists you in creating and sharing your revenue desk vision. Helps pin-point benefits and operational details of your Revenue Desk. Breaks down your Revenue Desk implementation strategy. Fill out the form below to download...

What Do You Do When Your Deal Desk Is Failing – Set up a Revenue Desk

The idea of a deal desk is nothing new to many sales organizations. The need to treat critical and non-standard deals separately has rapidly given rise to this specialized function over the past few years. So, what happens when you...

What Role Does Your Marketing Team Play in The Revenue Desk?

There is an emerging best practice in Key Account Management that successful B2B firms are quickly deploying. The best practice is a “Revenue Desk”. In this blog, I will outline the role of Marketing in this critical new Key Account...

Survey Results: How Market Leaders Respond to a 33% Drop in New Logo Revenue

Most companies earn the majority of their revenue from existing customers, and with the recession that began in March 2020, this is truer than ever. SBI’s quarterly pulse survey shows that companies are more dependent on their existing customers to...

Revenue Multiplier, Not Cost Center: Why Sales Leaders Should Invest in Customer Success

As a sales leader, you have most certainly heard the words “Customer Success,” especially if you are a sales leader for a subscription-based technology company. Some companies tout customer success as the critical driver of their growth. Many others, however,...

The Deal Desk Is Not Enough – Why a Commercial Management Cadence is Critical

Your Q2 plan has been impacted by the most significant economic disruption that any of us have ever seen. Everything changed in what was seemingly the blink of an eye. New deal flow has dried up, and the velocity of...

How Short-Term Hyper-Segmentation Can Support Lasting Revenue Growth

By now, we are fully entrenched in the COVID-19 crisis. We have moved beyond the “shock” phase and into an “acceptance” phase of the new normal, at least for the time being. As market leaders, we must adapt to the current...

Adapting Your Go-To-Market During a Crisis: 7 Steps to Mitigate Revenue Impact

Over the last week, we have seen the effects of the COVID-19 pandemic on the market, businesses, and communities. During these unpredictable times, one thing is certain; we cannot control these events, but we can control how we react. In today’s...
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