The RevenueGuru.com Story

In 2004, Dennis Galbraith realized that the internet had ears. After years of
research and consulting, it had finally occurred to him that interactivity was a
conversation, and if the internet could engage in conversation it must be
listening. Since listening is the first and most important part of the sales
process (listen → match make → demonstrate → close) the sales process is
actually starting online. While interruption advertising exists online,
e-commerce is primarily about using interactivity to sell, not to advertise.

Dennis quickly realized that websites could listen, match make, and begin to
demonstrate products. However, many durable goods are expensive products that
are infrequently purchased. For these products, most shoppers leave the internet
for continued live demonstration and then close the deal at the store. While
others worked on ways of eliminating this transition from online selling to
offline selling, Dennis coined the term “sales integration” and began studying
how manufacturers and retailers could help the consumer more easily transition
from the online portion of the sales process to the offline portion. This
reduces the tremendous amount of fallout that occurs during this stage of the
shopping process.

As Dennis went through the automotive industry presenting to manufacturers
and retailers with his now familiar 5-box slide, professionals who had been
utterly frustrated with the internet and internet shoppers began to re-embrace
their jobs and find a level of success they had never achieved before. He found
the same in utility trailers and other durable goods.

Dennis once walked into a dealership in Las Vegas and was immediately greeted
by a salesman who said, “You’re Dennis Galbraith. I saw your presentation when I
was working in Grand Junction, Colorado, and you are the guy who convinced me
that this whole internet thing was going to be okay.” He immediately introduced
Dennis to his GM saying, “This is the guy I was telling you about” and went into
a near perfect summary of Dennis’ 5-box presentation. Dennis knew it was time to
make preparations for RevenueGuru.com and help as many manufacturers and
retailers as possible.

Dennis has expanded his studies to a wide range of durable goods. It is now
clear that many industries are making major product improvements and new feature
introductions in less time than the average shopper waits between purchase
cycles. In other words, every time the shopper re-enters the shopping process
the products have changed since the last time. There is a tremendous need on the
part of consumers to obtain new information about the product category and
product options from credible sources. Those information needs are largely being
met online, but more must be done to

1. Meet consumer information needs
online

2. Integrate shoppers from the online sales process to the offline
sales process with far less fallout

3. Train retailers to catch up and work
with shoppers who have been in the shopping process for days, weeks, or months
before the sales person ever had a chance to meet them.

You have so many opportunities. Fortunately, new training methods are making
it less expensive to train in ways that are more effective. Dennis and his team
have embraced e-learning as well as on-site training, and are employing the most
cutting edge training techniques with fantastic results. Some of those trainings
can be sampled on RevenueGuru.com.

RevenueGuru.com is about helping the companies we care so much about to help
the consumers we all care about. It offers an ever-growing list of free tips,
white papers, blogs, videos, and expert interviews. RevenuGuru.com also provides
free, syndicated video and audio podcasts across the internet. We also offer a
range of products, training, and consulting services to take your business to
the next level of success. Just click “Contact the Guru” when you are ready to
talk directly to the experts.

RevenueGuru.com is your portal to the leading thoughts and cutting edge
training that are making the free market more beneficial to more people than it
ever has before. There has never been a better time to be alive, or a more
appropriate time to get passionate about using your career to make life even
better for yourself and the people you care about. Welcome to RevenueGuru.com!