c-level global logo

Revenue Engine Evolution Via Empathy & Expertise

-Quick Action Plan To Gain Growth Momentum-

Massive success in professional selling products and or services involves getting paid for what you know. If you are a leader then knowing how to build the right business development teams who persuade through knowledge is mandatory. Unfortunately, leaders’ results vary widely and mostly end up dismal when building people and systems to brand, market, lead generate, and sell more. Having one or a few strong revenue generators on your team feels fortunate. Having multiple top-notch people on your team seems near impossible. Having a team harmoniously work together to deliver superior customer experience while capturing serious revenue growth is basically a “miracle” for most businesses. What if you had a way to start building this type of team right now and see results in a few weeks?

A powerful behavior-impacting tactic that gets your business development people aligned and focused in the right direction is what I call the “Empathy & Expertise Experience.” It gets your team on the same page for using expertise and meaningful communication to grow. This sounds complicated, yet it’s simple. You can have tangible revenue growth momentum (more leads and more sales) in six weeks with these four tactical steps.

Revenue growth momentum begins with this driving principle in life that dictates, that you are paid for what you know. All occupations have this in common. On the flip side, customers, clients, and patients (or whatever you refer to them as in your business) are all consumers sharing a common desire for empathy and expertise. Understanding and believing this principle to provide empathy and expertise is not enough. How do you turn this into a business system with consistent-repeatable-processes? Renaissance Methodology is one roadmap for such a journey. Regardless of how you figure out how to build a superior revenue growth engine in your business, you better figure it out. I suggest you get started now. Here is a simple way to make fast progress while analyzing your people and processes for long-term evolution.

The Empathy & Expertise Experience

Have the Empathy & Expertise Experience throughout your organization.

Use these four Empathy & Expertise Experience steps to gain revenue growth momentum in your business:

  • Get started on the right foot

Instead of balking at massive people and process changes and bigger staff demands to meet, keep it low-key, and fun. You will get a lot more cooperation from staff that is excited for a quickly achievable goal that can be explained in a few simple steps versus overarching and lofty transformation goals. Make it clear there are a start and a finish to this effort, six weeks. Keep it all about, “Gaining insights and inertia to be better at providing empathy and expertise to staff and the market so more customers are gained.” Be clear though, this is a valuable use of time. If breakthroughs are discovered then a plan to do something about them will be the next step.

  • One-Team mentality

Include all departments and individual team members involved in branding, web presence, marketing, follow-up, CRM management, IT support, and sales. Open up the silos between these groups and get them eagerly congealed into, “One-Team!” The top leader of your organization has to 100% back this concept of Revenue Engine Evolution Via Empathy & Expertise. Then they must embrace and champion the understanding that empathy and expertise for your market start with providing empathy and expertise to each staff member. Cut out language with, “us and them.” One-Team.

  • Keep it simple

Getting momentum for a longer phased execution plan is the ultimate goal here. However, make it all about the here and now, these six weeks. Most serious change management and transformation plans die before they start because they jump out of the starting gate without buy-in from staff. Buy-in and collaboration are easier when leaders keep it simple. Allow the staff and the market to be open-minded and blunt with communication for how to increase empathy and expertise. Overwhelming pressure and expectations crush momentum. Your huge win is simply getting a positive mood shift and realization from staff that improving empathy and expertise is the way to go.

  • Start worthy discussions on how to; 
  1. Help staff members become more robust experts by knowing how far they have to go to be top-notch. Let each staff member assess him or herself first. Then conduct role-plays to analyze closer. Where possible, get direct feedback from prospects and customers on how they feel about interactions with individual staff members.
  2. Level up individual empathy abilities with staff members. Using the extensive existing information online like podcasts, books, and videos opens up the minds of staff for innovation with empathy and expertise. Then provide boot camp type training in short intervals twice weekly for three weeks focused on best practices for listening and communicating.
  3. Identify areas to improve the speed and reduce complexities for getting customers to say “Yes” to what you offer. Remove friction internally so staff can swiftly expedite stellar prospect and customer experience. Map the steps and timeframes required for each to restructure and simplify the processes. Keep IT close for understanding and simplifying internal and external actions involving your technology.
  4. Build open forums to discuss consistent-repeatable-processes (C-R-P) to make prospects and customers feel amazing. In the short-term keep the pace and get started without being stifled with worries of being perfect. This takes time. Most important is to explore how to get started. It is all about gaining positive momentum. Top ownership and leadership must be entrenched in this process to make it viable. When your frontline works hand-in-hand with the leaders then finding the right C-R-P becomes possible.

Empathy & Expertise Experience

Spend six weeks using these four action steps as the precursor to the transformation your business needs. Yes, that is a big vision. It naturally creates angst in people. Remember, this Empathy & Expertise Experience is low-key. All you are doing is testing the waters and framing the possibility of leveraging these four steps to transform the business into a revenue engine. There is a viable possibility there will be no plan set in motion to make dramatic changes soon after completing these four steps. It may be determined timing is not right, or the staff is not ready. When done right though, the Empathy & Expertise Experience primes the staff’s desire for change. For now, keep it simple, and focus on what can be learned from this experience. Your mission is to test breaking silos between different departments to move in the direction of a One-Team culture, that rallies to listen and learn how to help your customers, clients, patients, or whatever you call your market.

If you plan to use Renaissance Methodology to execute the bigger change then staff will be jubilant to learn that employee experience is being elevated to a prime directive. Hence, they will be the best partners in the transformation to amazing customer experience and sales-driven culture. Renaissance Methodology is all about building scalable operations with consistent-repeatable-processes. It does this with an extreme focus on staff experience and customer experience both being hinged on revenue driven culture. This results in a revenue engine with nine to fourteen components being custom designed and implemented within an organization. Renaissance Methodology builds a revenue engine that closely measures brand awareness, lead generation results, sales speed, follow-up effectiveness, digital presence value, marketing capacity, automation adoption and win/loss statistics.

About David Rose

David works with business leaders around the world helping substantially grow their revenue and profits using innovative strategies and tactics. His proprietary methodology has delivered over two billion dollars in revenue to his clients. He coaches and mentors business leaders to design custom “Sales Engines” to improve the people and process for substantial growth. David is an accomplished CEO, entrepreneur, board advisor, sales leader, digital presence accelerator, and brand transformer. From time to time he speaks and guest lectures at universities. David is a quoted source to business media and a trusted advisor to start-ups, SMBs, and Fortune 500 companies. The driving principle he implements in businesses is that the strongest revenue engines spawn from staff experience being paramount aside from customer experience as the close second. The impact he makes is on organizational behavior and culture at six levels; executive, financial, operational, digital presence, marketing, and sales level. David developed the Renaissance Methodology, R+E+N(AISS+A+N+C)E+¶. With this methodology, he developed, Modes-to-Market Analysis and Theory of Accelerance. Combined they help transform organizations into aligned-organic sales engines from the top to the frontline through to prospects and customers. David coined the phrase “CPR saves lives but C-R-P (consistent-repeatable-processes) saves and grows businesses.” He speaks and trains people on the paradigm-shifting discovery he made after years of research, which reveals for the first time, all the categories of Yes versus No. His book, Overcoming The 15 Categories Of Rejections, empowers people to learn and overcome all the categories of rejection they face. He is extremely active and divides his time between his family based in Dallas and helping international organizations implement C-R-P to grow revenue, integrate acquisitions into sales effective systems, and bolster shareholder value for Exit Strategies. He is continually researching and working on new publications and advances in business operations and revenue growth. Particularly in people and processes for excelling individual and team performances to substantially grow companies' profits.

About C-Level Global

With our proprietary methodology, we customize solutions for clients that leverage their current resources and add innovation and strategy where it’s needed the most.

Our Promise

To our customers is strict confidentiality and care for all information shared. We value our proprietary methodologies just as our clients value theirs. All discussions with C-Level Partners, Consultants and associates are subject to non-disclosure agreements.