Get more users.
– Stimulate demand in one or more segments
– Communicate value in an entirely new way
Increase use of your service by average customers.
– Increase frequency of purchase/use
– Develop new ways for customers to use your service
Expand your market
Find and engage high value new prospects for your service.
– identify new and underserved markets, and develop services aimed at capturing new share
I’m always struck by the common complaint from business leaders about revenue-related challenges. Broadly categorized, they are: Average spend per client has decreased Close-cycle on new business has increased Rates of return of previous clients has decreased Market share in one segment or another is being eroded by an aggressive competitor It’s clear that the Read more about How innovation can rejuvenate market share.[…]
When your team is operating flat-out, each person going 40+ hours per week, where’s the room for growth? When things get craziest in the office, sit back, and ask two questions: How many new prospects have we touched today? How many prospects have we advanced today? …the answer might be embarrassing. Surprisingly, it’s often the Read more about The value of sales development[…]
Challenging both the opportunity and risk of marketing and sales plans and activities (including stasis and inaction) by being crazy-vigilant with ROMI (return on marketing investment) can produce both significant savings and revenue gains. We like ROMI because it’s simple, and it can act like a laser-beam to help us identify: Things we can stop doing. If Read more about Being Crazy-Vigilant with ROMI[…]
It probably doesn’t come as a surprise to anyone who’s ever worked a trade show before that attendee behaviour affects the quality of leads generated. Ever been stuck in a dead-end corner? How about next to a coffee area? Exhibit Surveys published interesting data that showed, when combined with an average booth size of 312 per show, Read more about B2B Speed Dating[…]
As a Sales leader tasked with delivering (say) a 10% growth across a team of sellers, how would you go-about delivering this mandate? There can be many approaches of course. The Sales Team Productivity Planner helps Sales Leaders prioritize where to spend their time – and to whom they should spend it with – to get Read more about 10% Growth – how would you deliver it?[…]
Questions related to sales team motivation and desire to achieve their targets, are constantly being addressed by Sales leaders at both the team and the rep level. A quick way to assess performance gaps is by assessing motivation and ability using this tool: If ‘ability’ is identified as deficient, step 2 is to drill-down to Read more about A 3-Step Sales Performance Improvement Framework[…]
Imagine that you’ve been given the assignment to increase sales by 5%. You can’t raise prices. You can’t add more staff. You don’t have the budget for additional marketing support. What do you do? The worksheet below presents you with two options – and the process to identify others, to determine your route to achieve Read more about Deciding which Sales Development Strategy is Best[…]
Selling a service is tough. Achieving sustainable critical mass is tougher. Heightened skills in communication, pricing, and planning, combined with a strict focus on delivering quality service are critical. This list outlines 7 critical answers that service-sales leaders must address to achieve sustainable growth: 1. What’s your mission? A clear mission statement is like a Read more about 7 answers needed to sell services[…]
Live Sales Performance Coaching gives wings to sales training, and helps Sales soar – by improving call-quality, Rep-confidence, product knowledge, close rates, and compliance with your process flow. iPad apps are easily available that allow Reps to record both text and voice notes, sync it to CRM, and share it with the Rep’s coach, who can point-out Read more about The benefits of live sales performance coaching[…]
Do you have a high performance marketing plan? Is it capable of delivering your strategic objectives – particularly your sales goals? Get a sense of the effectiveness of your Marketing Plan to power the achievement of your sales goals, by using this challenger. Subscribe for updates: