For companies focused on growth, one of the biggest "perceived" opportunities is to make sales more productive through higher efficiencies. As a leader driving growth, this only provides a fraction of your potential revenue increase. Sales efficiency, if executed well, serves to get your Business Developers or Advisors in front of the correct client [...]
A decade ago, hardly anyone booked travel or did their banking online. In the rapidly emerging Digital world, this is the preferred method of doing business for an increasing number of existing and new clients. Conversion from a casual online inquiry to a closed sale remains low in an online world - typically around 3%. [...]
Are you missing opportunities that you simply did not see before it was too late? The failure to link strategic intent with sales actions, leads to wasting efforts on the wrong opportunities or moving too late into new markets. How do you get the best outcome from completing your AlignDiagnostic survey? Here are 3 steps to validate and improve your situation: Step 1: Review [...]
The continued fallout from the economic crisis has created uncertainty and undermined trust. Clients react to this new uncertainty with different behaviours. As you develop your strategy for growth, here are four trends, you cannot afford to ignore: Clients are more demanding, Clients are more transactional, Clients will pay a premium, Smartphones are disrupting [...]
I had coffee earlier this week with an old friend who’s the founder of a fast growing boutique PR company. She told me that she’d recently “broken up” with her accountant who she’d been with for about twelve years. She used that exact term “broken up”. For her, the relationship with her accountant was [...]
Selling is your biggest expense. It can’t be upgraded nor expanded overnight. We also know that growth strategies fail because of poor execution. Your front line team (eg sales) is generally the key failure point. As you execute your growth strategy, it is vital to manage scarce sales resources. You can maximise success by concentrating [...]
Leaders must rethink how they source leads, manage pipelines, and harness their resources to grow their business more effectively. Rather than being overwhelmed, the best leaders have figured out how to overcome the complexity it takes to generate market growth. They have a Growth Plan" Planning on revenue growth is one of the most critical [...]
"We are so unique we don't face competition" stated the CEO to me. Is this correct? Can you really afford the complacency of believing you are better than the competition? What does such complacency lead to? Management guru, Tom Peters summed it like this: The principal reason, invariably, most successful companies rather quickly become [...]
At a time when business models age faster than the latest iPhone, focusing on operational efficiency alone is not enough to succeed. To grow your business, you need to build it from within (known as Organic Growth), or essentially buy it through mergers and acquisitions (known as Inorganic Growth). Either way, you need to stay [...]
Typically, there are many groupings or segments to choose from when selecting your client segments. 2 key areas of focus are: 1. Rear-view Mirror: We suggest reviewing your current clients (based on revenue generated in recent years) and, 2. Frontal-view: We suggest looking ahead at your future growth areas, so you can pick a few client segments [...]