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Your Sales Problem Often Isn't a Sales Problem
Your revenue is down and everyone's saying "we need more leads." When revenue is falling, the natural instinct is to push harder on sales...but what if the problem lies in operations?Content Breakdown:0:01 - The Operations Problem disguised as a Sales Problem
0:18 - In this episode
0:50 - Welcome to #AppliedStuff
1:18 - WHY revenue drops get blamed on sales by default
2:04 - Example: Industrial Equipment Company losing revenue with a healthy pipeline
3:06 - The Organizational Trap: why it's easier to blame sales
3:33 - The 3 places where operations hides behind sales
3:40 - Fulfillment / Delivery & Service
4:04 - In simple terms (Fulfillment / Delivery & Service)
4:21 - E-commerce example: when delivery and returns destroy repeat purchases
5:37 - Capacity / Workload Constraints
5:50 - In simple words (Capacity / Workload Constraints)
6:14 - Kitchen example: 100 Hungry Clients
6:53 - Operating Costs that Make Selling more Unprofitable
7:29 - The $50 Product Example: how a 15% discount can erase your margin
8:10 - Why Promotions Aren't always Bad - but you need the full economics
8:37 - The Reverse-Diagnosis Method: working backwards to find the real bottleneck
9:03 - Step 1: check Confirmed Orders & Bookings
9:22 - Step 2: check Fulfillment & Retention
10:08 - Step 3: check Capacity & Workload
10:33 - Step 4: check Cash Conversion
10:53 - Step 5: the Sales Process
11:40 - The Most Expensive Mistake in Business is not a bad quarter - it's...
12:24 - Important Caveats: when this framework does and doesn't apply
14:05 - Bottomline
15:12 - Disclaimer
#AppliedStuffWhere ideas meet practical application.———— P.S. If you'd like to support this channel, please rate it on YouTube, Spotify, Amazon Music or Apple Podcasts. You'll also find my social media at the very bottom of the description or in the channel bio if you'd like to connect. Your support truly means a lot to me, thank you! =)
🔔 Subscribe to #AppliedStuff for deep dives into strategy, operating mechanics & real-world business thinking.DisclaimerThe content presented on this channel is provided strictly for discussion purposes. Nothing presented should be interpreted as legal, financial, economic, or any professional advice. By consuming this content, you acknowledge that you remain fully responsible for your own decisions. I disclaim any liability for outcomes resulting from the use or interpretation of the information presented. The information may contain errors or omissions and is provided without warranty of accuracy or completeness.FOLLOW ME LinkedIn: / liliya-yakhneva-5a693220b FOLLOW #APPLIED STUFFLinkedin ENG: / applied-stuff-official-page-in-english Spotify ENG: https://open.spotify.com/show/6fPbay1...
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By Liliya Yakhneva (#AppliedStuff)Your revenue is down and everyone's saying "we need more leads." When revenue is falling, the natural instinct is to push harder on sales...but what if the problem lies in operations?Content Breakdown:0:01 - The Operations Problem disguised as a Sales Problem
0:18 - In this episode
0:50 - Welcome to #AppliedStuff
1:18 - WHY revenue drops get blamed on sales by default
2:04 - Example: Industrial Equipment Company losing revenue with a healthy pipeline
3:06 - The Organizational Trap: why it's easier to blame sales
3:33 - The 3 places where operations hides behind sales
3:40 - Fulfillment / Delivery & Service
4:04 - In simple terms (Fulfillment / Delivery & Service)
4:21 - E-commerce example: when delivery and returns destroy repeat purchases
5:37 - Capacity / Workload Constraints
5:50 - In simple words (Capacity / Workload Constraints)
6:14 - Kitchen example: 100 Hungry Clients
6:53 - Operating Costs that Make Selling more Unprofitable
7:29 - The $50 Product Example: how a 15% discount can erase your margin
8:10 - Why Promotions Aren't always Bad - but you need the full economics
8:37 - The Reverse-Diagnosis Method: working backwards to find the real bottleneck
9:03 - Step 1: check Confirmed Orders & Bookings
9:22 - Step 2: check Fulfillment & Retention
10:08 - Step 3: check Capacity & Workload
10:33 - Step 4: check Cash Conversion
10:53 - Step 5: the Sales Process
11:40 - The Most Expensive Mistake in Business is not a bad quarter - it's...
12:24 - Important Caveats: when this framework does and doesn't apply
14:05 - Bottomline
15:12 - Disclaimer
#AppliedStuffWhere ideas meet practical application.———— P.S. If you'd like to support this channel, please rate it on YouTube, Spotify, Amazon Music or Apple Podcasts. You'll also find my social media at the very bottom of the description or in the channel bio if you'd like to connect. Your support truly means a lot to me, thank you! =)
🔔 Subscribe to #AppliedStuff for deep dives into strategy, operating mechanics & real-world business thinking.DisclaimerThe content presented on this channel is provided strictly for discussion purposes. Nothing presented should be interpreted as legal, financial, economic, or any professional advice. By consuming this content, you acknowledge that you remain fully responsible for your own decisions. I disclaim any liability for outcomes resulting from the use or interpretation of the information presented. The information may contain errors or omissions and is provided without warranty of accuracy or completeness.FOLLOW ME LinkedIn: / liliya-yakhneva-5a693220b FOLLOW #APPLIED STUFFLinkedin ENG: / applied-stuff-official-page-in-english Spotify ENG: https://open.spotify.com/show/6fPbay1...