Two speakers break down a revenue formula: Frequency times Competency equals Revenue. Most businesses leak money through invisible conversion gaps that never show up on financial statements. They offer a calculator, quiz, and audit tool to find and fix where you're losing sales.
Revenue. My friend Skip Miller, who's no longer with us, that I've known for decades, taught me this simple equation: revenue equals frequency times competency. And so, the frequency doesn't always have to be at the highest level. It's that competency, meaning same thing as conversion, really. Conversion. Exactly. Exactly the same. That's right.
It's all about the conversion. That's right. So, we want to move that lever, you know, but that's the funny part is that's the lever that's stuck by the caveman. See how this all comes together? It all comes together, you know, and it's really powerful. That's why I like to give examples because people need that to say, well, but how does it really work for me? Or how can I apply this? I mean, that's why go to the website, use the caveman calculator, run your numbers, and then take the caveman quiz. Find out which of the 4 you are, and then we can get on a call. We can look at it, right? We'll do a caveman conversion audit. And really, there's nobody listening to this program that isn't losing money right now. But what's funny and sad is that it's invisible. It's an invisible cost. It's not going to show up anywhere. It's conversions that you don't have. Well, how can you measure a conversion you don't have? You can't. So you're not really seeing it. It's not showing up as all this red ink, but it's what are you missing? That's the gap, right? And let's face it, that's what I've been filling for my clients for over 30 years now. And boom, let's fill it. I mean, that's what it's all about.
I came up with the term at Informatica before we were acquired by Salesforce about a year ago. And I knew Salesforce was all about What, what are the outcomes, right? What's the revenue? And so I came up with this statement. I can't remember if I trademarked it or not. I wanted to. I think I may have. Pipeline is cool. Revenue pays the bills. Right.
That's right.
You can do all the activity and drive everything you want at top of funnel, but if it doesn't convert, then, then why?
And what drives revenue is conversions.
