The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 4 years ago

Brian Turner on Why Revenue Should Be Used as a Trailing (Although Critical) Indicator of Business Health


“Revenue should not be your leading indicator.”

Come again?

That’s the claim made by Brian Turner, General Manager with Slalom. Brian says that while revenue is absolutely a critical indicator of the health of your business, you run into problems when you make it the leading indicator. You solution your rate and structure around a dollar, and you can backend the most important part of the solution—the value you bring to the client.

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