Holistic, Predictable Revenue Management
SiriusPerspective: the b-to-b revenue engine consists of all
functions that identify, attract, engage, qualify and close
prospects and customers. Those parts must align to optimize
SiriusPerspective: Intuition should not be the primary driver
for a sales forecast. Accuracy is achieved by a well-designed
forecast process and funnel analysis.
SiriusPerspective: Buying is a team sport. More buyers are
involved in each purchase decision-each moving through the
buyer journey at their own pace.
SiriusPerspective: B-to-B buying behavior clusters into three
types of scenarios that must be considered when designing a