7 Steps to Building a Customer-First Revenue Organization
As competition intensifies in an uncertain economy, the need for immediate action to improve the competitiveness of your enterprise B2B revenue organization has never been more urgent. Tomorrow may be too late.
Differentiating from the competition requires dramatic action, and moving to a customer-first culture sets your organization apart. Your customers benefit from the new alignment with more targeted solutions for increased value due to a better understanding of their needs and goals.
Even though the ultimate goal is an enterprise-wide customer-first model, we recommend an incremental approach that starts with the revenue organization. Our objective for this eBook is to provide enterprise B2B revenue leaders with a guide to transforming your organization into a customer-first powerhouse.
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Meet the Authors
Dr. Stephen Timme
Founder and President of FinListics Solutions, where he is responsible for the company’s strategy and vision. Before founding FinListics in 1992, Stephen was a Professor of Finance at Emory University, Georgia State University, and an Adjunct Professor at the Georgia Institute of Technology.
His passion for finance led to the creation of a consulting practice that focused on helping companies improve financial performance. The practice morphed into the FinListics Solutions that we know today – the leading solution for business and financial analytics that empower Insight-Led Selling. Over the past two decades, FinListics has helped dozens of companies in over 30 countries and thousands of sales professionals boost their knowledge of finance and business goals.
Sheevaun Thatcher, CPC
As VP of Strategic Enablement for Salesforce, Sheevaun manages a global team of enablement professionals. Widely recognized as one of the earliest pioneers in sales enablement, she has been recognized multiple times for her contributions to the field. In 2019, she received a Lifetime Achievement for Sales Enablement Award, and Sales Enablement Pro named her its 2022 Enablement Mentor of the Year.
At Salesforce, her Strategic Enablement group takes a multifaceted approach to driving business growth that encompasses various elements, such as the re-imagination of traditional sales practices, strategic cross functional partnerships, innovative thinking, and experimentation as force multipliers. Sheevaun’s expertise extends to coaching, management, and effective communication, making her a sought-after resource for organizations and individuals seeking to improve their performance and collaboration.
