Optimize sales with GENREV!™ - Drive revenue, boost profitability, and enhance predictability for sustained business success. The What: Key Features for Industrial B2B The platform offers an easy-to-use, out-of-the-box solution designed to address common sales forecasting challenges in industrial B2B. With a pragmatic, user-friendly approach, it empowers teams to drive consistent performance and make informed decisions. User-Friendly and Cost-Effective: Designed for quick implementation without the need for extensive IT resources. Data is uploaded via Excel, keeping the process simple and accessible. Powerful Data Analytics: Gain insights into past, planned, and future sales by customer, industry, customer type, and account type—with the flexibility to customize categories as needed. Opportunity Management: Track and manage potential, current, and future sales opportunities across key dimensions, with the option to tailor categories to your business. Comprehensive Performance Tracking: Monitor sales, gross margin %, and gross margin dollars compared to forecast—by individual, team, or across the organization. Insightful Dashboards: From quick-glance visuals to deep-dive analytics, easily identify areas that need attention and improvement. Individual Customer Strategies: Develop customer-specific strategies that improve forecasting accuracy and support actionable plans. Time and Resource Allocation: Effectively manage team resources to align efforts with high-priority customer goals. Collaborative Strategy for Targeted Markets: Whether focusing on existing or emerging products and markets, the platform enables cross-functional collaboration to align strategies across all departments. Here's a brief look: Who Benefits From GENREV!™ This solution is structured to support a variety of roles across your organization, including: Sales and Customer Service: Gain customer-specific insights and strategic tools to improve forecasting and resource allocation. Product and Industry Managers: Access analytics that drive market strategy, highlight growth opportunities, and improve positioning. Operations, Engineering, Supply Chain, SIOP, and Purchasing: Improve forecasting alignment with resource planning, and foster collaboration across functions to increase productivity, efficiency, and profitability. Leadership: Monitor real-time performance and make data-driven decisions that ensure cross-functional alignment and strategic execution. “I have seen this model work in real time. It is easy to judge a sales team only against a revenue target, but this model allows you to see the details and ask the good question(s) of 'Why,' not only accept the outcome.” - CFO, Industrial B2B Company "I’ve not only used this type of reporting in the past, but I’ve also learned directly from Chuck how to apply it effectively. His approach helps you ask the right questions - not just to better understand your customers, but to identify how to grow them. It’s highly effective and user-friendly, with intuitive dashboards that put powerful analytics at your fingertips. The system provides a clear overview of current activity and highlights areas needing attention. Digging into the details makes it easier to uncover the root cause; whether a customer is underperforming or exceeding expectations." - Dir. Sales Operations, Industrial B2B Company Think alignment. This platform empowers every function to work cohesively toward shared goals—driving efficiency, profitability, and customer satisfaction across the organization. The Why: Why Industrial B2B Needs a Platform Like This This tool simplifies complex sales forecasting and alignment challenges, transforming how industrial B2B companies structure their sales efforts. By providing clear, actionable data and a structured framework for decision-making, it supports sustainable growth—even in the most complex environments. Beta Sites Wanted As a newly launched solution, we are actively seeking select beta sites. Early adopters gain exclusive access and the opportunity to shape future enhancements. Call or email to learn more. Broader Applicability While this platform was developed with the industrial B2B sector in mind, its structured, data-driven approach can benefit a wide range of organizations that prioritize customer-specific planning, forecasting, and cross-departmental collaboration.

Optimize sales with GENREV!™ - Drive revenue, boost profitability, and enhance predictability for sustained business success. Case Study #1: Strategic Growth in Industrial Distribution Introduction / Situation: An industrial distributor faced declining sales and profits and limited actionable data for forecasting. Existing reporting only offered high-level sales figures, without customer-specific insights, making proactive growth difficult. Challenges Addressed: Needed accurate, customer-specific forecasting. Sought alignment across sales, operations, and vendor relationships. Struggled with basic reporting and lacked a proactive, strategic approach. Solutions / Actions Taken Using GENREV!™ Methodologies: These foundational methods later evolved into the GENREV platform. The structured sales forecasting and account planning methods, now reflected in GENREV™, empowered team members to set detailed targets and strategies for each customer. Key actions included: Customer-Specific Forecasts and Strategies: Sales teams set monthly sales and margin targets and developed actionable strategies for each account, fostering proactive growth. Performance Dashboards: Forecasted vs. actual sales were reviewed regularly to ensure accountability and allow timely adjustments. Cross-Functional Alignment: Teams across sales, operations, and vendor management worked toward common goals, improving overall execution. Implementation Process: The approach was built using existing ERP data and tools, requiring no additional IT investment. While initial skepticism existed, the team quickly recognized the value of the structure and discipline the process brought to their sales planning. Results / Outcomes: Revenue grew by 56%, and margins improved by 6 points. The company consistently met its annual targets, achieving record-breaking performances in both the top and bottom lines. The process shifted the organization from reactive reporting to proactive, data-informed sales strategy. Case Study #2: Driving Sustainable Growth in Industrial Manufacturing Introduction / Situation: Like many businesses, this industrial manufacturer relied on large, unplanned bluebird orders and lacked a structured sales planning process. As a result, sales were inconsistent, and sustainable growth proved elusive. Profitability followed a similarly unpredictable pattern. Challenges Addressed: Needed structured planning for proactive, sustainable growth. Required clear direction and tools for sales and customer service teams. Lacked data-driven forecasting and cross-departmental alignment. Solutions / Actions Taken Using GENREV!™ Methodologies: Built on the same core methods that would shape the GENREV platform, this structured approach helped establish consistent sales planning and execution. The structured sales forecasting and account planning approach empowered the organization to set detailed goals and develop customer-specific strategies. Key actions included: Account-Specific Forecasting and Strategy Development: Sales and service teams set monthly goals for each account, including sales and margin targets, with a focus on proactive engagement and growth. Real-Time Performance Tracking: Daily ERP data updates provided insights into forecasted vs. actual results, enabling timely adjustments and accountability. Accountability and Collaboration: Teams across departments worked in sync toward shared sales and profitability targets, fostering a culture of alignment and continuous improvement. Implementation Process: This process was implemented using the company’s existing ERP data, requiring no added IT investment. While there was initial hesitation, the team quickly recognized how the structure improved forecasting reliability and empowered more informed decision-making. Results / Outcomes: Sales increased by 62%, and profits rose by 360%, achieving historic performance. The company shifted from reactive sales to a structured, data-driven growth model. Broader Applicability Note: While tailored for industrial B2B manufacturing, this structured, data-driven approach can also support companies in other sectors with similar sales and growth needs.

A game-changing sales resource management program designed to revolutionize how organizations approach sales forecasting and performance management. Where Forecasts Become Strategic Success GENREV is a user-friendly, data-driven platform built to elevate sales forecasting, align team goals, and foster proactive collaboration. It eliminates the need for extensive IT support or outside consulting, enabling your team to focus on what matters most: strategy and growth. View this video for a quick introduction: Generating More Revenue Profitably GENREV reflects a core belief grounded in real-world experience: success comes not just from uncovering opportunities, but from defining strategies, executing consistently, and continuously monitoring progress. The platform turns potential into actionable plans that drive sales and improve margins. Proven in Industrial B2B Environments Featured Quote: “Chuck created this type of reporting that tied into our Oracle EBS system, and I continue to be impressed by its ability to address key challenges in #industrial #B2B #manufacturing and #distribution sales organizations. The tool has significantly improved our forecasting reliability, clarified our strategy, and enhanced execution across teams.” - COO, Industrial B2B Company See more feedback from industry leaders on The What, Who & Why page. A Solution Built on Real-World Success GENREV was developed by Chuck Kitchen , a seasoned sales and business leader with over 30 years of experience in industrial B2B manufacturing and distribution. Having led teams through shifting markets and industry challenges, Chuck built GENREV using the same strategies he’s applied and continues to use, to achieve sustainable growth. This experience is embedded in every tool, giving users access to decades of proven methodology. Who Benefits from GENREV!™ GENREV is ideal for industrial B2B manufacturers and distributors looking to improve sales performance with a practical, cost-effective solution. Ideal users typically: Seek help improving sales but lack time or resources for a complex enterprise system. Have an existing customer base and a dedicated salesperson (even if it’s just one). Need reliable forecasting but rely on inconsistent or manual efforts. Generate under $50M in annual revenue. Struggle with stagnant sales, uncertain growth, or time-consuming manual reports. If this sounds familiar, GENREV offers a practical, out-of-the-box way to align your sales strategy and drive growth. What GENREV!™ Delivers Accurate, Customer-Specific Forecasting: Plan confidently with more precise, forward-looking forecasts. Goal Alignment Across Teams: Align sales, finance, and operations around common targets. Proactive, Data-Driven Collaboration: Dashboards and reporting keep your team agile and accountable. Beta Sites Wanted As a newly launched solution, we’re actively seeking select beta sites. Early adopters gain exclusive access and help shape future enhancements. Call or email to learn more. Broader Applicability Note While GENREV!™ was created for industrial B2B manufacturing and distribution, its structured methodologies are adaptable to other B2B sectors that prioritize customer-specific sales planning, data-driven forecasting, and cross-functional alignment. Learn More In The FAQ Section

Optimize sales with GENREV!™ - Drive revenue, boost profitability, and enhance predictability for sustained business success. What business challenges does GENREV!™ help address? GENREV!™ helps organizations overcome key challenges that limit sales performance, margin growth, and cross-functional alignment. Common challenges it addresses include: Stagnant or declining sales and margins Uncertainty in future growth potential Difficulty managing sales performance and forecasting with clarity Time lost to manual data compilation and reporting Difficulty identifying profitable customer and market segments Misalignment of sales efforts with business priorities and resource allocation By helping leadership teams address these challenges, GENREV!™ drives greater clarity, focus, and alignment, enabling more effective sales and financial performance across the organization. How does GENREV!™ foster organizational alignment while managing sales and financial performance? GENREV!™ provides a structured framework to manage and analyze sales performance across time horizons: past results, current plans, and future projections. It organizes information by customer, industry, customer type, and account type to provide clear visibility into sales activity, opportunities, and progress. More importantly, GENREV!™ fosters alignment across the organization by enabling collaboration between sales, product management, engineering, operations, finance, and executive leadership. It supports management of both sales and gross margin performance, ensuring that all stakeholders operate from a shared understanding of priorities, progress, and financial impact. This alignment helps drive clarity, focus, and measurable results, keeping the entire organization on the same page and moving forward together. What kind of leadership and implementation support does GENREV!™ provide? GENREV!™ provides leadership-focused support designed to help organizations implement the platform effectively and drive meaningful business outcomes. Support includes guided onboarding to ensure proper data alignment and platform configuration, collaborative assistance with integrating GENREV!™ into existing sales and performance management processes, and ongoing access to expert guidance to help leadership teams maximize business clarity, alignment, and results. What does the slogan, “Generating More Revenue Profitably,” mean? The slogan, “Generating More Revenue Profitably,” reflects GENREV!™’s core focus: helping organizations drive sustainable sales growth while maintaining margin discipline and cross-functional alignment. Built on proven leadership methods, GENREV!™ enables leadership teams to define clear growth objectives, align sales and business efforts accordingly, and execute with greater clarity, accountability, and measurable results. The platform supports structured opportunity planning and performance management — ensuring that increased revenue is both profitable and strategically aligned with the organization’s broader business goals. How can my leadership team learn more about applying GENREV!™? Leadership teams can request a guided discussion and demonstration of GENREV!™, focused on how the platform supports structured sales forecasting, performance management, and cross-functional alignment. Introductory sessions are tailored to help leadership teams evaluate how GENREV!™ aligns with their specific business needs and how it can support clarity, focus, and measurable results across the organization. What are the benefits of joining as a beta site? As a beta site, your organization will gain exclusive early access to GENREV!™ and the opportunity to help validate and refine its leadership-driven methodologies in real-world use. Beta participants receive dedicated support, early visibility into new capabilities, and a direct role in shaping the platform’s ongoing development to ensure it delivers meaningful business impact. Do I need a specific ERP system to use GENREV!™? No specific ERP system is required. GENREV!™ is intentionally designed to work alongside your existing systems, not replace them. It can accept historical sales data exported in common formats such as CSV from virtually any ERP system. Once the initial setup is complete, organizations typically update sales data on a regular cadence (often nightly) to maintain forecasting accuracy and ensure the entire team is working from the most current information. This simple integration approach allows GENREV!™ to enhance business clarity and performance without disrupting existing infrastructure. How does GENREV!™ help manage sales opportunities and potential? GENREV!™ provides leadership teams with a clear, structured view of sales potential, helping prioritize and manage both current and future opportunities across key customers, industries, and account types. The platform enables sales and business leaders to align opportunity planning with forecasting and margin objectives, ensuring that sales efforts are focused on the most valuable growth areas. It also fosters cross-functional visibility, so all stakeholders, from sales to product management, operations, finance, and leadership, maintain a shared understanding of where the greatest opportunities lie and how progress is being made. How does GENREV!™ support an organization’s growth strategy? GENREV!™ helps organizations drive structured, sustainable growth by providing clear visibility into sales performance, future opportunities, and margin potential. The platform enables leadership teams to align sales and business efforts with growth objectives — ensuring that priorities, resources, and actions are focused where they will deliver the greatest business impact. By integrating forecasting, opportunity planning, and performance management into a unified framework, GENREV!™ helps leadership teams execute growth strategies with greater clarity, alignment, and accountability across the organization. How is GENREV!™ different from traditional sales and business platforms? GENREV!™ is not a CRM, BI tool, or sales enablement app. It is a leadership-driven framework designed to strengthen sales forecasting, manage sales and gross margin performance, and foster alignment across the organization. Developed from proven leadership methods used in industrial B2B environments, GENREV!™ brings structure, clarity, and accountability to the sales and business planning process — capabilities that most traditional platforms do not fully address. It helps leadership teams focus efforts on the highest-value opportunities, align sales and business priorities, and drive measurable results across the commercial side of the organization. GENREV!™ complements existing systems where needed - but its unique value lies in providing leadership discipline, actionable insights, and performance alignment that typical sales and business tools often lack. How is GENREV!™ implemented? GENREV!™ is intentionally designed to integrate seamlessly with your existing systems, without requiring major IT resources or disrupting current processes. Implementation begins by importing historical sales data from your existing ERP system in a standard format such as CSV. Once the initial data is loaded and aligned, the system is configured to update sales information on a regular cadence to support accurate forecasting and performance management. This straightforward implementation approach allows organizations to quickly leverage GENREV!™’s capabilities, helping leadership teams and cross-functional stakeholders gain visibility, alignment, and actionable insights without the complexity of large-scale IT projects. Who is GENREV!™ designed for? GENREV!™ is designed for B2B manufacturers and distributors that want to strengthen sales forecasting, drive sales and gross margin performance, and foster cross-functional alignment without the complexity of large enterprise systems or the need for extensive IT resources. It is well-suited for organizations with an established customer base and a dedicated sales effort, whether a single contributor or a full team, that are seeking a practical, leadership-driven approach to improve sales clarity, focus, and results. While GENREV!™ can be applied in a variety of business settings, it is ideally suited for organizations with an established customer base that want to both grow business with existing customers and expand in a structured way to new ones. The platform helps leaders prioritize opportunities, manage margin performance, and align sales efforts across both existing and new business. For very early-stage startups with no sales history and purely opportunistic selling, simpler tools such as a CRM or spreadsheet may be more appropriate during the initial phase of market entry. How does GENREV!™ help improve forecasting accuracy? GENREV!™ offers customer-specific insights and profitability metrics that allow sales teams to create more accurate forecasts. By aligning forecasts with real-time performance data, GENREV!™ helps you track progress, adjust strategies, and achieve reliable, actionable forecasts Can GENREV!™ be used outside of industrial B2B? Yes. Although GENREV!™ was originally built around the principles and challenges of industrial B2B manufacturing and distribution, its structured forecasting methodologies and leadership-driven approach to sales performance and organizational alignment can be applied effectively in any sector where sales planning, margin management, and cross-functional collaboration are priorities. Organizations beyond industrial B2B, including those in services, technology, and other complex sales environments, can benefit from GENREV!™’s ability to drive clarity, focus, and results across the commercial side of the business. Can GENREV!™ be used with or without a CRM system? Yes. GENREV!™ is designed to complement existing systems and does not require a CRM to be effective. Many smaller and mid-sized companies either do not have a CRM, or find that existing CRM tools do not provide the structured forecasting, sales performance management, and leadership alignment that GENREV!™ enables. Even in companies that do use a CRM, leadership often encounters challenges with employee engagement and inconsistent use, making it difficult to rely on CRM data alone for forecasting accuracy and business planning. GENREV!™ addresses this gap by providing a leadership-driven framework that fosters alignment, accountability, and clarity across the organization, helping leadership teams drive forecasting discipline and measurable results. What business insights does GENREV!™ provide? GENREV!™ provides clear, actionable insights that help leaders drive sales performance, manage gross margins, and align commercial efforts with broader business objectives. It offers visibility into historical sales, current performance, and future opportunities; organized by customer, industry, customer type, and account type. This enables leaders to identify high-value customers, assess profitability, and prioritize efforts where they will deliver the greatest business impact. Beyond sales visibility, GENREV!™ fosters cross-functional alignment by ensuring that all stakeholders, from individual sales contributors to product management, engineering, operations, finance, and executive leadership, share a common understanding of progress and priorities. What is GENREV!™? GENREV!™ is a structured, leadership-driven platform that helps B2B manufacturers and distributors improve sales forecasting, manage both sales and gross margin performance, and align commercial efforts across the organization. Built on proven, real-world methods, GENREV!™ enables leaders to drive clarity, focus, and measurable results, helping sales, product management, engineering, operations, finance, and executive leadership stay aligned and working toward shared business goals. The platform is intentionally designed to deliver these capabilities without requiring complex IT systems or outside consulting.

Multi-Series Article on Industrial B2B Sales Success: Part 1: A Framework for Profitable Growth Over the next few days, we'll be sharing a comprehensive 3-part series on industrial B2B sales leadership. Drawing from our own experiences, we'll share our insights and strategies we hope will help you improve your sales performance. Join us as we delve into the world of industrial B2B sales and let us know if we can help you. Part 1: The Power of Historical Sales Data Analysis In today's competitive landscape, data-driven decision-making is paramount for industrial B2B sales success. This initial article focuses on the importance of historical sales data analysis. By leveraging past sales information, you gain a clear understanding of your customer base, product performance, and overall sales trends. This knowledge empowers you to make informed decisions that drive future growth. However, it's essential to remember that while historical sales data provides valuable insights, it's not a guaranteed predictor of future performance, much like investments. Past performance is not indicative of future results. Key Takeaways: Unleash the power of data: Learn how to extract meaningful insights from your historical sales data. Understand your customers: Gain a deeper understanding of your customer base and their evolving needs. Make data-driven decisions: Use data to help optimize your sales strategies and improve forecasting accuracy. Unlocking the Value of Historical Data Imagine a treasure trove of information readily available to guide your sales efforts. Historical sales data acts as precisely that. It encompasses a vast amount of details, including: Sales by Year, Quarter, and Month: Analyze sales trends over time to identify seasonal patterns, growth periods, and potential downturns. Product/Part Number/Family Type: Understand which products or product families are driving sales and which ones require strategic adjustments. Industry Breakdown: Identify industry-specific trends and tailor your sales approach accordingly. Customer Type (e.g. OEM, End User, Distributor, VAR, etc.): Gain insights into the buying behavior and preferences of different customer segments. Account Type (e.g. Strategic, Harvest, Target, Growth, Maintenance): Develop targeted strategies for each account type, ensuring optimal resource allocation. Extracting Meaningful Insights By analyzing historical data through the lens of these categories, you can glean invaluable insights such as: Customer Lifetime Value: Identify your most valuable customers and prioritize efforts to retain them. Product Profitability: Evaluate which products contribute the most to your bottom line and adjust your product mix accordingly. Sales Cycle Length: Understand average sales cycle times for different products, industries, and customer types to improve forecasting accuracy. Market Trends: Identify emerging trends and adjust your sales strategy to capitalize on new opportunities. Leveraging Insights for Action The insights gleaned from historical data analysis empower you to: Develop Accurate Forecasts: Predict future sales performance with greater confidence, allowing for effective resource allocation and budget planning. Optimize Product Mix: Focus your sales efforts on high-performing products and develop strategies to revitalize underperforming ones. Segment Your Customer Base: Tailor your sales approach to the specific needs and preferences of different customer segments. Prioritize Accounts: Allocate resources effectively by identifying high-value accounts that require the most attention. Develop Winning Sales Strategies: Craft targeted sales strategies based on data-driven insights to maximize sales success. Historical sales data is a powerful tool. To maximize its potential, keep these factors in mind as you move on to Part 2: The Importance of Customer Relationships At the heart of successful industrial B2B sales is the cultivation of strong customer relationships. Building trust, understanding customer needs, and providing exceptional service are essential components of long-term success. Remember: You're Dealing with Individuals When interacting with customers, it's crucial to remember that you're dealing with individuals, not just “customers” or “transactions”. Each customer has unique needs, preferences, and challenges. By taking a personalized approach and understanding their specific requirements, you can build stronger relationships and drive repeat business. Identify Unmet Needs and Provide Solutions A key aspect of building strong customer relationships is identifying their unmet needs. Actively listen to their concerns, understand their challenges, and proactively offer solutions. Even if your own offerings don't directly address their needs, you can demonstrate your value by suggesting other resources that can help. Leveraging Historical Data: A Customer-Centric Perspective While historical sales data provides valuable insights, it's essential to use it in conjunction with a customer-centric approach. Analyze historical data to identify trends, patterns, and areas of opportunity, but always keep the customer at the center of your analysis. Remember: Take care of the customer and the customer will take care of you! By combining historical data analysis with a customer-centric focus, you can develop more effective sales strategies, improve customer satisfaction, and drive long-term growth. Want to dive deeper into data-driven sales strategies? Feel free to reach out. We're happy to help Previous Next

A New Year Is Coming: How Much Time Do You Really Have With Customers? Ever felt like time slips away too quickly? In sales, it's a race against the clock. Picture this: out of 365 days, you're left with a mere 180-200 to work your sales magic amidst life's interruptions. In our recent article, 7 Key Elements To Successful Sales Forecasting , we explored the importance of strategic planning. But here's the challenge: with just 180 - 200 days, how do you make every moment count? Curious about your remaining time? Here is what you will discover it in less than 10 (probably 5) seconds with our quick 6-field form: Generally speaking, sales professionals have approximately 6 months each year to maximize revenue generation, making strategic planning and efficient time management crucial for success. Recognizing the impact of summer vacations, graduations, weddings, and other seasonal events, it's advisable to aim for achieving 60% of your yearly sales forecast by mid-year. This buffer helps offset potential dips in productivity during the summer months. Stay mindful of upcoming holidays throughout the year, as they can affect business operations and customer availability. Adjust your sales strategies accordingly to navigate these periods effectively. Develop and implement sales strategies that align with the limited timeframe available, ensuring they are agile and adaptable to changing circumstances. Regularly monitor performance metrics to identify areas for improvement and capitalize on opportunities within this timeframe. Consider your sales cycle and lead times when forecasting actual shipments, integrating this information into your sales planning process. Prioritize activities based on their impact on revenue generation, leveraging the insights provided to optimize resource allocation and maximize efficiency. Understand the breakdown of workdays in the year, with 2024 offering a total of 251 workdays. Take into account weekends and federal holidays when planning sales activities, recognizing the variations in workdays per month to effectively allocate time and resources. Don't let the calendar dictate your destiny. Take control of your sales journey today. Previous Next

A New Horizon: Preparing Your Business For 2025 The seasons change predictably every year, yet each brings its own surprises. Business operates the same way-seasonal, cyclical, predictable, and unpredictable all at once. While the weather may be beyond control, preparation can make all the difference. As 2024 winds down, businesses are looking ahead to 2025. Budgets are being finalized, strategies are being outlined, and forecasts are under scrutiny. But here’s the question: Are sales forecasts getting the same strategic attention as expenditures? A great sales forecast is more than a number-it’s a strategic tool that aligns vision with action. At GENREV!™, we believe forecasting should be purposeful, actionable, and built to drive results. Forecasting Done Right: The SMART Approach Forecasting isn’t about guesswork-it’s about strategy. That’s why GENREV!™ incorporates the SMART principle into every forecast: Specific : Forecasts broken down by customer, identifying expected contributions to sales and gross margins, mapped monthly. Measurable : Clear metrics that ensure accountability and transparency-you can’t manage what you can’t measure. Attainable : Realistic goals backed by actionable strategies to drive success. Relevant : Alignment with broader business objectives to ensure resources are focused on high-impact opportunities. Time-bound : Defined timelines for monthly, quarterly, and annual goals, creating better cash flow planning and predictability. Many businesses struggle to achieve this level of precision in their forecasts, often due to over-reliance on instincts, insufficient data, or misaligned goals. This is where GENREV!™ steps in. How GENREV!™ Can Help GENREV!™ is a sales forecasting and performance platform designed specifically to help B2B companies overcome these challenges. The platform simplifies forecasting, aligns strategies with SMART principles, and provides deep insights into sales pipelines and high-value opportunities. To mark the final development phase of GENREV!™, we are offering businesses the opportunity to participate as beta partners -completely free of charge. This exclusive opportunity provides early access to the platform while helping shape it to meet real-world business needs. Looking Ahead to 2025 As businesses prepare for the year ahead, GENREV!™ encourages leaders to ask critical questions: What does the horizon look like? What opportunities and challenges lie ahead? Are changes anticipated? Is the organization prepared to adapt to evolving markets and customer needs? Is the team equipped to succeed? Do they have the tools and strategies to achieve results? The business landscape is always evolving, but preparation remains the constant key to success. With GENREV!™, companies can face 2025 with confidence, clarity, and a strong plan for growth. Prepare for a Clearer Horizon GENREV!™ seeks to help businesses build a more strategic and actionable future. Join us as a beta partner and be part of shaping the future of sales forecasting. Together, let’s make 2025 your most successful year yet. Previous Next

What's in Your Sales Wallet? 4 Questions to Boost Your Performance We've all heard the Capital One commercial, "What's in your wallet?" In sales, it's a similar question. Are you equipped with the right strategies and tactics to succeed? In today’s business environment, customers and suppliers alike have more information at their fingertips and the selling and buying process is more complicated due to multiple (4 or more is not uncommon) people involved in the decision-making process. For most, you are into H2 and likely pondering (and discussing) how the year will end. Along the lines of Capital One, what’s in your plan? We’ve had the opportunity to speak with a number of business leaders recently about sales and without exception, those conversations are the same - we need to do better. When they inquire with their sales team, common responses include: · Emails were sent (no direct contact attempts). · Our customers are happy with us (don’t know what their potential is). · We still have a few months to go (no plans though). · Crickets (they don’t have feedback). Here are some ideas that have helped us as both an individual contributor and leader. Perhaps they can help you? Key Questions and Solutions: Know Your Roots: Where has your business been coming from? Analyze historical data to identify trends and opportunities. Look Beyond the Sale: For engineered/made-to-order products, consider: Upgrades and Enhancements: Offer customers options to upgrade or enhance their existing products. Maintenance and Servicing: Provide maintenance contracts or repair services to generate recurring revenue. Cross-Selling and Up-Selling: Suggest complementary products or services to increase the overall value of the sale (and your organization). Know Thy Customers: Understand their current needs and challenges. Ask, don't assume. Plan For the Future: Develop strategies for long-term growth and become your customers' go-to person. Hopefully these ideas help put more in your wallet. Need More Help? If you or your organization would like help with these strategies, please reach out. We’re happy to share our experience and insights. Previous Next

Beyond New Logos: Winning and Retaining New Business In a quick-win world, discover a fresh approach to sustainable sales growth by leveraging untapped potential in both current and new customer base. In today’s marketplace, the pressure is on for instant results, often equating “new business” with “new logos" - new customers acquired quickly. While there’s no denying the value of adding fresh accounts, this “have now” thinking often misses the bigger picture. A sustainable approach to new business considers the full potential of existing relationships, lost opportunities, and strategic growth over time. Here are five prioritized steps for sustainable new business that balance long-term success with immediate opportunities, with each step supported by GENREV!™ - a tool designed to streamline forecasting, identify growth potential, and guide effective strategies: Evaluate the Potential of Your Current Customer Base: If you’re not capturing 100% of your existing customers’ business, this is your easiest and most profitable source of “new business.” GENREV!™ provides insights into annual and monthly forecasts, potential growth, and opportunities within your current customer base. Through periodic reviews of these forecasts and strategies with your team, GENREV!™ helps ensure follow-up on high-impact opportunities. Recapture Lost Business: What business from existing customers have you lost, and what former customers might be ready for a comeback? Reviewing historical sales data, as facilitated by GENREV!™, reveals forgotten opportunities and enables strategic re-engagement. Regular reviews of progress toward these goals, aided by GENREV!™ insights, keep these recapture efforts focused and consistent. Target Your Customers’ Competitors: If your current customers are facing challenges, their competitors likely are too - and your experience gives you a head start on solutions. GENREV!™ helps segment and analyze similar customer profiles, identifying industry-specific challenges that align with your strengths. Through management-led discussions, GENREV!™ supports strategic targeting of these competitor accounts, though outreach and follow-up remain manual. Leverage Customer Referrals: Ask your customers for referrals to their contacts and follow through with outreach. Updating the customer who referred you is a simple act of courtesy that builds trust and goodwill. GENREV!™ helps you set referral goals and measure their impact on overall growth, while tracking and follow-up require direct interaction. Explore New Markets and Prospects: Pursuing fresh markets or entirely new customers is the long game. With GENREV!™, you can plan strategies and forecast potential growth in these new markets. Though outreach efforts require manual tracking, GENREV!™ provides a framework to align these initiatives with the company’s overall goals. Whatever step you’re taking, remember: fail fast. It’s okay to move on from an opportunity when it’s clear the fit isn’t there. GENREV!™ helps you focus on strategies, performance against forecast, and overall progress to ensure sustainable growth. Each step, guided by GENREV!™, builds a foundation for sustainable growth and lasting customer relationships. Here’s to profitable, impactful selling! Previous Next

Part 2: Analyzing Trends and Identifying Opportunities In Part 1 of this series, we explored the importance of historical sales data analysis and the insights it can provide. Now, let's delve deeper into the trends and opportunities revealed by this data. Key Takeaways: Identify Growth Trends: Discover emerging opportunities and capitalize on them. Address Declining Sales: Identify root causes and implement effective strategies. Optimize Your Product Mix: Make data-driven decisions to optimize your product offerings. Key Questions to Consider: Are there any significant growth trends or patterns emerging? Are certain products, industries, or customer segments driving disproportionate growth? Are there any declining sales trends or areas of concern? Are specific products, industries, or customer segments experiencing a decline in sales? Are there any seasonal fluctuations in sales? Understanding seasonal patterns can help optimize sales forecasts and resource allocation. What is the average sales cycle length for different products, industries, and customer segments? This information can help improve sales forecasting and identify potential areas for sales process optimization. Are there any emerging trends or market shifts that could impact future sales ? Staying ahead of industry trends is crucial for long-term success. Analyzing by Product Type/Family/Part Number To gain a more granular understanding of sales trends and opportunities, break down the historical data by product type, family, or part number. Ask yourself: Which products are driving the most sales? Are there any particular product lines that consistently outperform others? Are there any products experiencing declining sales? What factors are contributing to this decline, and what strategies can be implemented to revitalize these products? Are there any product synergies or cross-selling opportunities? Identifying complementary products can help increase sales and customer satisfaction. Is the product mix aligned with the organization's overall strategy? Are there any product areas that require strategic adjustments to support long-term growth? Creating Customer Profiles To better understand your customer base and tailor your sales approach, create detailed customer profiles using your organization's terminology. This includes: Customer type: OEM, distributor, end-user, VAR, etc. Industry: Identify the specific industries your customers operate in. Account type: Maintenance account, growth potential account, harvest account, target, etc. Analyzing Customer Profiles Once customer profiles are created, analyze them to identify: Customer segmentation: Are there any distinct customer segments with unique needs and preferences? Customer value: Which customer segments contribute the most to your revenue and profitability? Customer retention: Are there any customer segments with high churn rates or low customer satisfaction? Would you like assistance with this? Please feel free to contact me. we’ll be happy to help. Previous Next

Part 3 of 8: Creating Customer Profiles for Strategic Focus Previously: Part 2 explored identifying growth opportunities and declining trends through detailed product and customer-level analysis. As you read what follows, think about your own customer landscape. What segments have you found most challenging to define or prioritize? Feel free to share how you’ve approached segmentation in your organization. Introduction & Practical Framework Customer segmentation is one of the most important but often overlooked steps in sales planning. It allows for more strategic decisions, better forecasting, and improved alignment of resources. Organizing customers by segment, type, and value can help sales teams focus on what matters most-not just who is buying the most, but who has the most potential. Suggested Classifications (use subcategories that apply to your business) Customer Type: OEM, Distributor, End User, VAR, etc. Industry Segment: Industrial, Aerospace, Defense, Energy, etc. Account Type: Strategic, Growth, Target, Harvest, Maintenance, etc. Analyze Profiles to Understand Profitability vs. revenue Risk and churn potential Alignment with product mix Level of engagement and support needed Key Takeaway By truly understanding your customers and where they fit within your strategy, you improve decision-making, prioritize effort, and align sales activity with the most promising opportunities. This same thinking is reflected in GENREV!™, which supports more strategic account planning through profile and segmentation tools. Call to Action If you’re looking to build or refine customer profiles to bring more structure to your planning, I always welcome the opportunity to connect and share ideas. Coming Up In Part 4, we’ll look at how to align your customer strategy with what your organization can realistically support-operationally, financially, and technically. #CustomerSegmentation #StrategicSales #CustomerInsights #SalesFocus #AccountPlanning #GENREV Previous Next

Part 8 of 8: Forecasting Sales and Gross Margin for Profitable Growth Previously: Part 7 shared how to use SMART goals to build focused, measurable, and executable strategies. As you finish this final part, think about forecasting in your organization. What has and hasn’t worked for you when it comes to building reliable and actionable forecasts? Introduction & Practical Framework Forecasting isn't just a reporting function, it’s leadership. Done right, it informs inventory, hiring, investments, and confidence across the business. I’ve applied forecasting principles consistently throughout my career, both as a sales contributor and as a business leader responsible for results. The structure can vary by organization, but applying a consistent forecasting discipline is what makes it work and keeps it credible. Create Customer-Specific Sales and Gross Margin Forecasts by Considering: Historical sales trends (Are the trends still pertinent going forward?) Organizational strategy and active pipeline Product mix, pricing, and COGS Market knowledge and customer-specific insights Supply constraints and broader market shifts And be sure to monitor regularly and adjust accordingly. Key Takeaway A solid forecast gives your business the confidence to move. And when it’s consistently managed, it becomes one of your most reliable tools. Forecasting, both in sales and gross margin, is a core feature of GENREV!™, designed to improve accuracy and drive alignment. Call to Action If you’re looking to improve how you forecast-not just report, I always welcome the opportunity to share what’s worked in real-world environments. Series Wrap-Up Thank you for following along with this 8-part series. If any part resonated with you, or if you’re ready to explore a more structured approach to sales leadership and performance, I’d be happy to connect and discuss how this framework might help your organization. #SalesForecasting #MarginManagement #B2BSalesLeadership #FinancialStrategy #ProfitableGrowth #GENREV Previous Next