Revenue storm and relationship barometer

revenue storm and relationship barometer

Revenue Storm is a global sales consulting firm that helps clients implement The Relationship Barometer tool evaluates the strength of relationships at the. The Relationship Barometer™ tool helps you measure the degree of strength of existing relationships and helps to designate them for future time investments. The tools provide transparency to leadership and add objectivity into the sales process with visual x-rays that reveal relationship strengths and weaknesses, the .

A2 — Relationship Barometer The Relationship Barometer tool evaluates the strength of relationships at the client level, as well as the degree of influence and authority different stakeholders have within an opportunity.

Determines key relationships for messaging refinement in A3. The goal is to apply Revenue Storm techniques and select Design Thinking activities to craft an effective, story-driven proposal for the stakeholders identified in the A2.

revenue storm and relationship barometer

I then interviewed Sellers involved with Revenue Storm to understand their mindset, expectations, and overall experience with the process. Teams need to want coaching. When not dedicated to the process, outcome is poor. Of those, all went to bid and none signed.

The objective feedback from the tools was extremely accurate, but teams felt over-confident in their abilities to land a deal. Teams need runway to make actionable changes.

Sessions done while a deadline was looming were unsuccessful, because the team was preoccupied. They resorted to old habits, rather than embracing constructive feedback from the process.

revenue storm and relationship barometer

Sessions are a waste of time. They needed a better understanding up front of what they were doing and why it was worth the time and effort to participate.

When open to receiving feedback, some teams got stuck on how to move forward. They needed extra guidance to actualize gaps in their current deal strategy. And at the nitty-gritty, microscopic level, we're talking about a substance with molecules that are freely moving through space. So these particles are moving freely through space.

Relationship Barometer

And this means that the energy of their motion, which is their kinectic energy, is greater than the potential energy of the intermolecular forces that might hold these molecules together as a solid. Now, one of the more intuitive properties of a gas is that it exerts pressure on its surroundings. So gas exerts pressure on the surroundings. And for example, when you inflate a balloon the gas inside exerts a pressure on the elastic sides, making them grow taut and then eventually causing them to expand.

Relationship Barometer

So what is this pressure that's causing the gas in the balloon to expand? Well, pressure is actually a measure of force per unit area.

So what's actually going on here is that the little particles in here are moving around the container. So they have a velocity.

revenue storm and relationship barometer

They're moving around the container. And when they collide against the container they exert a force on the area of collision. And while one little particle collision might not have a huge amount of pressure, when you think about the huge amount of particles and the huge number of collisions, we pretty easily get enough pressure to fill the balloon. And the neat thing about balloons is we typically don't just fill them up a little bit, we can fill them up a lot. And the more we fill them up the tauter the sides get, indicating that they have more pressure.

revenue storm and relationship barometer

So what might cause the pressure to increase? Well, according to our little pressure formula here, pressure is directly proportional to the force.

So let's think about what would cause the force to increase. We know that force is equal to the mass times acceleration. So if we increase the magnitude of the acceleration, we can increase the force. Because force and acceleration are also directly proportional.

That means if we have a greater change in velocity- because that's what acceleration is, it's a change in velocity. So if we have a greater change in velocity during the collision, we can increase the force. And that means that the faster our little particles are moving, the greater the force.

And thus the greater the pressure. And if you remember from our last video, we said that temperature was a measure of the average kinetic energy of the particles. So really what we're saying, is that when we increase the temperature, we're increasing the pressure that the gas exerts. So what else might cause the pressure to increase? Well, if the total pressure is the sum of those little individual collisions, more collisions would mean more pressure. But how do we increase the number of collisions?

One method might be to add more particles, because more particles means more collisions. So more moles of gas- remember that moles is simply referring to the number of particles.

Pressure and the simple mercury barometer

More moles of gas means more pressure. Now we could also increase the frequency of these collisions by making the container smaller.

Because the particles would have less space to move around, and would therefore hit the sides of the container more frequently.