Revenue Traction

Gaining initial customer traction and building a sustainable pipeline of revenue is a major issue for early stage companies with early funding or wanting to provide evidence that their ideas is fund-able (real customers etc.)  

 

FIRST: you need to have a hypothesis that people will fund

  • Show that your hypothesis is validated at the customer's end, that makes sense 

  • Verify that the market is really there

  • Customers will pay for it

  • You have a large market opportunity and a formula that taps into this opportunity

  • You understand the key components and sequencing of events and sale triggers that can lead to a repeatable sales model

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THEN: If when you think you've got all that right then you need to show you can get real revenue traction: that translated in to simple terms Finding - Engaging Closing Retaining customers in a repeatable manner that can be scaled by mere mortals.

FIND

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ENGAGE

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CLOSE

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RETAIN

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  • Defining the customer

  • Finding the customers: where are they, how many are their, what are the dynamics, who makes decisions

  • Defining the components in your sales cycle that is believable and rational (take the emotion and put to the side and show me the money)

  • Finding the right contacts within your defined customer base

  • Messaging to your audience

  • Connecting to the right contacts

  • Developing a relationship

  • Doing a POC or closing a trial

  • Closing a customer commitment and payment

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