RevenueEQ? - The algorithm for GTM thrival beyond 2023
There is a fork in the road that all sales professionals are faced with right now - Either continuing straight on with our traditional sales vehicle or taking an offramp that connects you to the practices a new landscape requires of you. The chariot that will carry you to your revenue goals is a combination of a revolutionary approach called, 'RevenueEQ?' and the execution of a 'nearbound' plan:
By the end of 2024 every salesperson will have an AI co-pilot that tells them which accounts to pursue, what action to take next, what specifically to say in any given context, etcetera. In this world, knowledge is not a differentiator - In this world, the ability to apply the knowledge, do what needs to be done, and to connect with others effectively is what will be the difference.
In December 2024 cold outbound will be so ineffective as to be considered almost useless - The volume of automatically generated AI messaging and videos will be overwhelming. The strategy that the winners will be adopting is the 'Nearbound' approach (A term coined by Jared Fuller to represent the ecosystem approach to doing business). In the future it is not only who you know, but mutual exchange of value that will separate winners from losers.
RevenueEQ? and Nearbound are two sides of the same coin
Jared's view of the new world aligns 100% with my perspective:
While nearbound speaks to the need for network and relationships, RevenueEQ? is the practice of assessing and developing critical emotional intelligence competencies as relevant to specific sales practices:
The focus areas are:
Interpersonal skills: It is critical to easily establish and maintain relationships that are founded in empathy and contribution to others. Transactional interactions don't work over the long-term.
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Self-expression: The ability to appropriately express your needs in an assertive and inoffensive way is required to both get access and outcomes in a sales role.
Self-perception: Being engaged in a role that feels connected to your purpose and having high self-regard is particularly important when faced with adversity. My favorite reference points are the various religions that send young people on 'mission' - These experiences are cherished and keenly anticipated due to the self-actualization that comes from them.
Stress-management: The successful reps in the future will be optimistic, stay in the moment without being attached to a certain outcome, and will have a flexible mindset that allows for unanticipated change.
Decision making: The superstar reps of the future will be adept and reality testing their pipeline and deal states, whilst managing their impulses to ensure that the appropriate diligence is done in all deals, so that assumptions don't lead to poor execution.
Don't be beaten by the AI
This year the Formula1 race comes to my home city of Las Vegas. The cars are all of a similar specification - The winning difference is the driver in the cockpit, not the machine itself.
In B2B sales, the playing field is being completely leveled with AI. The way to outflank and outplay the competition is by having the highest RevenueEQ? and leveraging this with a nearbound strategy. If you want to learn more and even see where your biggest opportunity areas are, come visit us at www.revenueEQ.com
Make partnerships profitable with ops, data signals & tactical playbooks ? Advisor ? Tech stack recommendations ? Stop selling on hard mode
1 年This is absolutely fascinating! As a psychology student and nerd... this gets me jazzed. Love seeing this scientific approach brought into the sales world. I've always believe that the best sellers are not JUST the challenger sales type (though it has its merits) but instead is a holistically rounded person with expert emotional and communication skills. I've always seen sales as the epitome of human behaviour because it provides an environment to constantly grow all of the skills you mentioned and taps into most, if not all, fundamental interpersonal happenings. Really excited to see more on this Matt!
Author ?? NEARBOUND // Entrepreneur // ( )pening Education
1 年Matt, I'm honored to have even been mentioned, much less in violent agreement with your thesis :) RevenueEQ is a brilliant and much needed release to the market. I talked about some of this in one of my talks "Nearbound Mindset," but I can't wait to go deeper on this topic with you.
Founder, Profound Information Pty Ltd
1 年Brilliant Matt. I admire your skills and intellect - this was really interesting for my poor techie brain
Matt - this is amazing and when we both have some time I’d like to talk more about this… When we do the data work that gives our clients, specificity around ideal customer profile, scored and ranked account list, science based balanced territories it’s often the perfect time to assess sales talent! Regarding getting even better at sales process using AI, modern data and sales tech, don’t you wish the most contemporary book by a team of rockstar authors was coming out next month??? ??