POSTS FROM AUTHOR

Darrell Amy

How To Get More Business From Your Client Base

How To Get More Business From Your Client Base

Originally published on April 19, 2019. Since we know a lot has changed since 2019, we've updated the article in 2022. One of the best ways to grow revenue is to sell more to your current clients. My friend Mark Hunter likes to say, "You don't close a sale, you open a...

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Creative Strategies To Increase Price

Creative Strategies To Increase Price

Increasing costs require many businesses to raise prices. Rather than just raise prices, what if you could take a strategic approach to cost increases? Following are ideas to get you thinking creatively about how you could handle this challenging situation. First,...

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The Two Critical Bridges for Revenue Growth

The Two Critical Bridges for Revenue Growth

To get from Canada to the United States in eastern Ontario, you need to cross the St. Lawrence River. When you cross the Thousand Islands Bridge, it’s like you are crossing two bridges. In between each bridge is an island. If you only cross one bridge, you get stuck...

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How To Protect Margins and Thrive In 2021

How To Protect Margins and Thrive In 2021

2021 is a make-or-break year for many businesses. Right now we need to do everything we can to protect our margins while also growing revenue. Here are three ways that you can make that happen. 1. Focus on Cross-Selling Most great companies deliver outstanding support...

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How To Make Prospecting a Priority

Of all the things your dealership could do in the next year to grow sales, what could move the needle more than anything else? In the book Extreme Ownership, Jocko Willink tells a story that rings true in our industry. The CEO of a pharmaceutical company had all kinds...

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Why Great Companies Need To Grow Revenue

Why Great Companies Need To Grow Revenue

Yesterday morning at Dallas Love Field, I crossed paths with a guy I know who leads a sales team for a $10 million company. Over breakfast at Cantina Laredo (love this place!) I shared my concept behind the Revenue Growth Engine. We talked about his team and their...

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Why We Like Working With EOS/Traction Companies

Why We Like Working With EOS/Traction Companies

Over the past few months, I’ve had the privilege of leading many management teams through Revenue Growth Workshops to make a plan to drive organic revenue growth. My favorite companies to work with are ones that use Gino Wickman’s EOS (Entrepreneur’s Operating System)...

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Sales Prospecting With a Positive Attitude

Consistent prospecting is essential for sales success. Without a steady stream of prospects, the funnel dries up. Then you end up taking desperation deals and flipping your base. Effective prospecting requires a positive attitude. The challenge is that if there is one...

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The Importance of Looking Trustworthy

“People will accept the advice of insight sellers only to the extent that they trust them.” - Mike Schultz & John Doerr, Insight Selling Trust is a critical component to sales success. In their buyer research, the authors of Insight Selling learned what we know...

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Sales Discipline Equals Financial Freedom

“Although discipline demands control and asceticism, it actually results in freedom.” - Jocko Willink Jocko provides helpful insight for sales professionals and leaders in the final chapter of Extreme Ownership : Discipline Equals Freedom. If you want the freedom of...

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Consistent Execution: The Secret To Revenue Growth

“Execution is the single greatest market differentiator. Great companies and successful individuals execute better than the competition.” - Brian P. Moran, The 12 Week Year If you want to be successful in growing a company as a business owner, or growing a territory...

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Flipping MIF Is Easy. Net-New Is Hard.

In the office technology industry I serve, we talk about Machines-in-Field (MIF). Every 3-5 years the leases on these machines expire or the machine wears out. Sales reps “flip the MIF” when they upgrade customers to new equipment. MIF-flipping plays a critical role....

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What’s In Your Net-New Business Playbook?

How consistent is your sales team at bringing in net-new business? Without a consistent stream of opportunities entering the top of the funnel, the end-of-month results will be disappointing. Instead of net-new, the revenue will be primarily be from flipping the MIF....

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