THE CHIEF REVENUE OFFICER, LLC
The CRO's Blog
Make it Rain.
The questions you should be asking about your business
(but probably aren't... )
Strategic Planning for Growth & Profit
Which products and services should you add to your offerings?
How are your competitors maneuvering in the marketplace?
How will you compete?
Are you leaving margin on the table?
Where are you losing it? Where can you gain it?
Which software platforms will best optimize your business?
How do you get from A to B in a specified period of time? Then what?
What are the dangers of growing too quickly? Are you prepared?
Which resources will you need to sustain growth over time?
Sales Process, Formalization, & Training
Do you have a formalized sales approach?
What is does your sales cycle look like today and how can it be optimized?
Do your salespeople have a hard time following company processes and procedures?
How often does your sales team receive 'refresher' training?
Does your organization have a formalized sales on-boarding process?
How are your sales people prospecting? Do they know how?
Are your sales people focused on the right or wrong activities? How do you know?
Is your sales compensation plan compelling? Is it getting you the results you want?
Are you attracting and retaining top talent?
Marketing and Branding Strategy & Implementation
How many activation channels are you currently deploying?
Which are providing the best return on your marketing spend?
How are you designing and measuring marketing campaigns?
Would you like to do a better job of staying in touch with customers and prospects?
What are your customer acquisition costs and how can you bring them down?
in the marketplace?
How you stack up against the competition?
Why does anyone care?
Reputation Management because More Stars = More Sales
How are you perceived by prospects when they Google your company's name?
What is your average star rating?
Do you have a Yelp strategy?
Are you curating & syndicating reviews?
Do you have a Reputation Management plan in place?
When it comes to Reputation Management, are you proactive or reactive?
What strategies could you deploy to improve your online reputation?
Do you listen to and implement customer feedback in a consistent manner?
SEO Optimized Content
Can your customers find you without pay-per-click advertising?
Are you consistently educating your customers about new products & services?
Is your website a resource for clients old and new?
Are you re-purposing content for a variety of marketing initiatives?
Do you have a content calendar?
What search terms are most relevant to your business?
Social Media Marketing
How can you attract more followers?
How can you get your followers to engage with your content?
How can you use social media to attract more customers?
Do potential clients engage with your sponsored content?
How are you designing, implementing, and measuring social media interactions and ROI?
Sales Operations & Inside Sales
What happens once a contract is turned in?
Are your customers and sales staff delighted by your delivery process?
How are you measuring delivery throughput so you can improve it?
Which process milestones are most critical to customer success?
Is your process transparent or an enigma?
How would your clients describe their overall experience? (see Reputation Management above)
Is an inefficient sales process cutting into your gross margins and frustrating sales people & clients?
Customer Relationship Management (CRM)
Is your CRM doing everything it could for your organization?
Is your staff properly utilizing it?
Have you deployed the right CRM solution for your company/industry?
How can you use your CRM to drive the correct sales behaviors and delivery processes?
How can you use your CRM to reduce errors and delight customers?
Is your CRM part of your Marketing Strategy?
Customer Retention and Referral Programs
How often are you touching your customers?
Do they know about your latest product offerings?
Are your customers referring new customers? How often?
How are you incentivizing customer referrals?
Do you have a formalized referral program in place today?
Is it getting the results you desire?
Business Process Optimization
Is your process a finely oiled machine or a misfiring engine?
If you improved your processes would your company be more profitable?
Would you get better online reviews?
Would you better attract and retain top talent and clients?
How much money are you leaving on the table with poorly implemented or antiquated processes?
Do projects 'fall through the cracks'?
Customer Service Excellence
What is your customer's journey from sale to delivery?
Do you empower your employees to provide world class customer service?
What tools, procedures, training, and support have you rolled out for this purpose?
How might an improved customer experience drive word of mouth referrals and online star ratings?
Do your customer service personnel receive regular training and encouragement?
How is customer experience measured by your organization?
Let The Chief Revenue Officer help your organization tackle these complex issues
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The CRO's Blog