Revenue Engine
As you redesign the revenue engine, you must run it. Over the past 23 chapters, we’ve painted a picture of revenue engine best practice. Now...
Expansion is explosive. This chapter concerns the Expand domain of the Bow Tie: Consider the happy customer. Once upon a time, this prospect knew...
“They set me up, settled me in, and showed me success,” said the satisfied customer. This chapter concerns the Stabilize domain of the Bow...
Customer love lessens when a launch lingers. This chapter concerns the Launch domain of the Bow Tie: You just closed another deal. Awesome! Now what?...
The bottom line is the bottom line. Deal or no deal? This chapter concerns the Bottom Funnel domain of the Bow Tie: It took a...
At Mid Funnel, conversion is king. This chapter concerns the Mid Funnel domain of the Bow Tie: As always, Mid Funnel design varies by business...
At Top of Funnel, you tackle the total addressable market. This chapter concerns the Top of Funnel domain of the Bow Tie: At Top...
Performance is powered by people. Your revenue engine is a whole system comprised of all actions that occur across the Bow Tie (see image, below)....
Message + method = momentum. When it comes to chasing revenue, CEOs often spend all their time in execution mode, without dedicating any time...
Information informs when architected intelligently. The revenue engine will cough and sputter, and may even blow a gasket if data does not flow friction-free...
Top teams tailor tools to the task. Tools are everywhere. In the revenue engine, there are marketing automation tools, sales automation tools, CRMs, customer success...