Methodology
There’s no silver bullet in sales. After years of working with other sales frameworks (GAP, Challenger, Heinman Miller, Sandler), we developed our own unique approach to sustainable revenue growth.
Based on proven methodologies implemented by some of the world’s largest B2B software companies, we fully customize our heavily engineered, data-driven framework to every start-up we work with, based on a sound understanding of their market dynamics, current strategy and key processes.
1. Measure / Diagnose
Through a combined qualitative and quantitative approach, we start by assessing your company’s go-to-market fit and maturity.
Continuing with a sales funnel diagnosis, we measure your existing conversion rates to identify points for improved efficiencies at every stage of the funnel.
2. Revenue optimization
Based on your GTM maturity and fit, we perform sales process mining for increased conversion rates across all stages.
We break down the funnel into critical events that align with your customer’s buying process and provide a data-driven step-by-step playbook for your sales team to implement to successfully close business.
3. Implement & Sustain
Revenue optimization does not happen in isolation. We’ve created an implementation framework to ensure maximum adoption & success. It’s build on three pillars:
Right People
What’s the ideal organizational structure to execute your strategy? Which profiles support your strategy: Account Executives, Business Development Representatives, Managers or VP? How do I get that team to peak performance?
Based on headcount, capital and the new Optimized Sales Funnel, RevMiner will provide you with a revenue organization framework to build the team you need, including both the structure and Ideal Candidate Profile.
Process Integration
We provided you with an integration framework to implement the new sales process in alignment with your value proposition, target market, channels and pricing. The result is a new Revenue Operating System (ROS) that will be fully adopted by your entire sales organization within 4-8 weeks.
Superb Planning
The success of the ROS can only happen by defining key metrics and tools that enable you to proactively drive the business. We help you establish leading and performance indicators that will direct your organization’s attention and allow you to more accurately forecast the growth of your business. This will include a technology assessment to choose the right tools to streamline the ROS.
