Take control of revenue risk now
The end of 2018 and beginning of 2019 have been a bit of a roller coaster for the financial markets. The unsteadiness has many industry experts speculating on whether our bull may be turning into a bear in the near future.
Prudent business-to-business (B2B) sales leaders should be asking themselves how well-prepared they are to ride out any economic storms that may be on the horizon. Everyone can be a sales superstar in an upmarket. But a contracting economic environment ruthlessly exposes weak spots in your customer relationships.
In my recent article for Forbes, I talk about four concrete steps to prepare for the possibility of turbulent times ahead. Spoiler alert: It all starts with unifying everything you know about your commercial relationships—and maintaining that complete, up-to-date visibility for the long haul.
Armed with this easy access to this insight, your sales and billing teams have what it takes to approach every revenue event—be it renewals, white space sales or quarterly billings—with a clear view of the price uplift, renegotiation and cost pass-through tools they can use to preserve and grow revenue, even during times of market downturn.