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Revenue Disruption: Game-Changing Sales and Marketing Strategies to Accelerate Growth by Phil Fernandez

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Key Points

  • There is a lot of low-hanging fruit in the search for improved marketing and sales efficiency, so the payback for an RPM initiative can be very fast.
  • Executive leadership is critical to RPM success, and many CEOs say they want increased sales to satisfy investors. However, they usually lack a focus on improving their marketing and sales functions.
  • RPM requires executive leadership to champion changes in the structure, tasks, and compensation plans of the company’s marketing and sales personnel.
  • High quality software systems are currently available to enable RPM implementation, and expert consultation from major IT research firms is also available to advise clients.
  • Every company needs to find its own first step in initiating an RPM business process.

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