Predictable revenue: Turn your business into a sales machine!

Predictable Revenue

Predicting revenue – that sounds a bit like a glass ball. But the so-called Predictable Revenue sales model is a sales method in online marketing that promises one thing above all: to increase your sales. And who wouldn’t like to increase their sales through clever marketing? But for that you have to understand the sales engineering sales model first. What is it? How is it going? What’s the point? Learn the basics of what you need to know about Predictable Revenue.

The idea behind the Predictable Revenue sales model is that the company’s growth is not based on hiring more sales and marketing employees or making sales people work harder. A more efficient sales development through lead generation and a repetitive sales process will rather strengthen the customer base and increase sales.

Generating Outgoing Leads

Higher lead generation allows for an increased “error rate,” regardless of whether a salesperson’s percentages increase or not. However, generating new leads in online marketing is not easy. Here are some of the most promising marketing methods:

You can use it to track much more meaningful metrics, such as concrete generated first contacts instead of simply making calls.

A specialized sales development dedicated exclusively to the generation of new leads is much more effective than using regular sales employees, whose strength is usually not in cold acquisition. Cold acquisition is a process with little chance of success. So you shouldn’t “waste” your most valuable sales staff on it.

Call or write only to potential customers who have a good chance of success. The goal is to maximize the percentage of your achievements so you don’t waste time with unlikely customers.

To build a sales machine that uses Predictable Value

Sales engineering with Predictable Revenue is not a one-off. The idea behind the sales model with predictable sales is continuous repetition. If a particular project is just a one-time thing intended for quick money, it doesn’t help achieve the long-term goals of how to increase sales and isn’t worth the effort.

It is important to implement division of labor in sales, marketing, and online marketing when applying the Predictable Revenue sales model. As the company’s productivity increases, specialization in sales development and sales engineering increases. Combining tasks only limits productivity. As a result, a successful sales organization should have four higher-level sales roles that can be subdivided as the organization grows:

These positions can also serve as attractive career paths in sales and marketing. Employees can move through the positions and clarify their tasks with each step and take on a more important role for the company. They start in online marketing, promote the name of the company, find prospects and turn them into leads. Then they switch to sales development, where they take leads and try to turn them into potential customers. From there, they become sales reps, exploit potential customers, and try to make them payable, permanent customers.

Generate inbound leads using inbound marketing tools

We’ve talked about cold acquisition before, which is a form of outgoing leads where the seller or a member of the sales or marketing of the selling company gets a lead. Incoming leads, on the other hand, are when leads come to you. While incoming leads can be completely unpredictable, the Predictable Revenue sales model has nine inbound marketing tools that can be very useful for generating incoming leads:

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