Personal Note: My Real-world experience is what transforms a plan into results. I’d welcome the opportunity to discuss these insights in greater depth and explain how I can successfully launch a program for you. Feel free to reach out for an informal conversation: phil@berttechnologies.com (mailto:phil@berttechnologies.com).
Phase 1: Discovery & Alignment
Goal: Build a complete revenue picture and uncover gaps.
- Company Overview
Meet leadership to understand structure of the company, vision on where it currently stands and where you want to take it, learn its core competency and receive a typical sales pitch. Phil’s commentary: This process is primarily a listen and learn time to receive information of the current business as the leadership team currently promotes the company. Having this information is the foundational background to building the plan. - Executive Insights
1:1 interview with key leaders on:- Current revenue intake, 30-to-90-day revenue goals, and learn the 6–12-month targets
- Receive input and personal commentary on the biggest obstacles and strengths to attaining the revenue goals.
- Learn and get input on the executives perspective on the total addressable market, the ideal customer and value proposition, and what are the purchase drivers for the customer. Phil’s commentary: I will most likely push and dive a bit deeper into the total addressable market and ask for further evidence and data.
- Sales Team Deep Dive
Interview up to 3 sales personnel (or execs if no sales team exists):- What’s working vs. broken in the sales process Phil’s commentary: Always do this one on one. A great place to learn “reality” from a sales person’s perspective versus insights learned from the executives.
- Customer behavior: Is the company’s product/solution a “must-have” or “nice-to-have”? In other words is the customer going to spend money on what you are offering and they now need to pick between you and another vendor, or is the sales process a 2 step process where you first need to create the need and budget, then close the sale.
- Lead generation, health of the leads, qualifications, and methodologies to get the leads. An often overlooked challenge for companies is finding “qualified” leads. Learning from this information and building a plan to create “qualified” leads is critical to revenue closure.
- Customer Validation
Speak with 2–3 customers to confirm (or challenge) internal assumptions. Try to meet with different types of customers (large versus small, new one versus existing repeat customer, etc.)
Overall result when completed with Phase 1 of 4 will be a high level outlook of what is working, what is not, what needs improved and what needs changed.
Most important next step: Read Phase 2 of 4 document titled “Gather data from Phase 1 and turn into actions to execute.”
