Our Approach: Transforming Revenue CultureRevenue Culture Cultures, in general, are the ritual and routine behaviors inside an organization–just how we do things around here. The strength of a culture determines how quickly the revenue structure will adapt to change and whether the revenue function will perform properly or poorly in the future.

It’s harder than ever to sell in today’s B2B environment. Prospects want to spend as little time as possible with your team. Then they want to squeeze your margins. It’s not going to get better on its own.

RPG takes a new approach that has two main areas of focus. We work on how to get the attention of real decision-makers, earlier on in their buying journey. With the right training, effort, and tools, your team will sell differently.

Let’s stop taking orders. Let’s start reclaiming our margin.

Let’s Reclaim Your Margin

Win The Brain

In order to win the brain, you’ll need to tell a strong story that “clicks” with your buyer’s instinctive needs as fast as possible, or you’ll lose them.

You’ll need to become a true priorityPriority A commitment to eliminate a threat that’s both urgent and important. A priority is what will get acted on, instead of just discussed. It differs from a pain point because most pain points never get acted on. in your buyer’s mind.

Win The Journey

Those who can get in early don’t participate in the race to the bottomRace To The Bottom This happens in the procurement sale phase where there’s little to no vendor differentiation in the prospect’s brain. Price becomes the deciding factor, and vendors many times get pitted against each other to win via the lowest possible price. Organizations may hope that later this pricing position can be reclaimed (after the initial sale is made, in future sales), but this rarely happens. and will block out the competition, craft a real solution, or even avoid an RFP altogether.

Win The Deal

If you don’t win over the room, you’re done.
You don’t get any “do overs” and each poor performance gets you locked out of the account for well over a year.

One low-performer can impact the success of your team for years to come.

Is your team winning?

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