Most companies run revenue activities instead of a revenue system, and the gap shows once inbound demand fades. Jacco van der Kooij, Founder of Winning by Design, explains in this episode why Revenue Architecture also applies to industrial B2B companies and how they can design growth like a production line. Drawing on a background as an electrical engineer at Philips, Jacco shows why sellers who focus on a customer's impact rather than on the pain generate about 1.5 times more revenue. We also discuss why the abundance of inbound leads was the exception rather than the norm and why process has to come before AI. The episode is relevant for executives and sales leaders in industrial and manufacturing companies who want to rethink sales as a system, strengthen customer success and use AI to support human conversations.

• Jacco van der Kooij | Founder, Winning by Design
• Ulf Valentin | Partner Strategy & Business Development, Convidera

Weitere Verlinkungen:

• Winning by Design

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