“What are we going to do to hit our 3-year goal?” Leadership teams regularly ask this question in quarterly planning meetings. The way this question gets answered determines whether the company will hit the goal or whether they’ll arrive at a future quarterly saying,...
Most companies want to do playbooks last, preferring to try to get quick wins with a sales activity blitz, a marketing campaign, or some shiny technology. While this may generate a short term blip in the results, these things rarely create ongoing revenue growth....
When it comes to content most sales and marketing teams spend time asking the question, “What content should we present?” They should also be considering this: “When during the sales cycle should we present specific content?” Today’s buyers are overwhelmed with...
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Darrell Amy had the privilege to participate as a panelist on Authentic Brand's webinar. In this webinar you will learn: Why defining ideal customer personas is essential Best practices for designing your buyer’s journey Where customer experiences tend to fall short,...
What if the way we think about Buyer’s Journey is upside down? Smart marketing and sales teams collaborate to map out the buyer’s journey, thinking about how they can provide the right information to buyers at the right time during their decision making process. While...
The past two years have been incredibly challenging. Hats off to all of the teams that have pivoted, re-pivoted, and adapted to survive the COVID-19 pandemic. To say it has been incredibly challenging is an understatement. As we emerge from the pandemic, we find...
Series: How To Make Revenue Growth Predictable In Uncertain Times Part 1 Part 2 When entering a time of economic uncertainty, consistent revenue is critical. While one might be happy with keeping revenue flat and “hold our own” during tough economic times, the reality...
Series: How To Make Revenue Growth Predictable In Uncertain Times Part 1 Part 2 (this article) Part 3 Over the past few years business leaders have become familiar with uncertainty. In the midst of pandemic pivots, supply-chain shifts, and hiring hassles, one thing...
Series: How To Make Revenue Growth Predictable In Uncertain Times Part 1 (this article) Part 2 Part 3 Creating steady revenue growth can feel impossible during uncertain times. The headwinds of hiring challenges, price increases, and supply chain issues seem to...
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...
Recently I talked with a business owner who had put all of their lead development into one particular source. Leads were streaming in—until the platform changed their rules. When that happened, new business came to a grinding halt. It took many months to ramp up a new...
Originally posted by Forbes Growth Architect and author of Revenue Growth Engine, helping companies align sales and marketing to grow revenue faster. When times get tough, it can be tempting to look for revenue anywhere you can find it. As one of my first sales...
Every growing business needs a stream of leads from ideal prospects. One way to create leads is with lead magnets. A lead magnet is information of value to a prospect that captures their attention and motivates them to exchange contact information. In Revenue Growth...
Leads are the lifeblood of revenue growth. One of the most frequent questions we get asked is, “What is the best source of leads?” This is often followed up with questions about whether “new” digital lead channels are better or whether it is better to be more...
Originally posted by Darrell Amy on LinkedIn. When it comes to revenue growth, most companies focus on the total revenue goal. Doing this usually ignores a critical driver of revenue: cross-sell revenue. The goal for cross-sell should be 100% sold. Most companies do a...
When faced with a price increase, clients may feel backed into a corner with only two options. One option is to take the price increase, sacrificing somewhere else in their budget. The other option is to stop buying from you and either forego the service or go through...
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,...
You might be wondering when it’s the right time to expand your marketing team. With a refined sales and marketing process, it can be pretty transparent on what you should be hiring for. Being particular about which role to fulfill isn’t necessarily a bad thing. Taking...
When it comes to sales and marketing alignment, the focus is on ensuring that both departments tell the same company story. Because these two teams have the greatest influence over disseminating that story, there must be cohesiveness between the marketing and sales...
Every business shares similar struggles: there aren’t enough hours in the day, a limited marketing budget, maybe only a few sales team members. It’s important to filter through clients and projects to ensure that goals are being met as efficiently as possible....
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...
Does this sound familiar to you: Your company’s monthly sales results look like a roller coaster at Six Flags. You're up one month, then down the next. You have a great quarter, and then the next you drop off. Why do we experience the roller coaster ride with crazy...
When we sit down with our prospects for a first initial meeting, we often discover that they don’t have a defined sales process or experience that they are guiding prospects and clients through. This can be challenging for a couple reasons: It’s difficult for managers...
To hit your goals you need competitive advantage. How can you create strategic advantage in your competitive marketplace where imitating competitors seem to frustrate your efforts to differentiate? The answer for strategic advantage comes through customer experience....
I look forward to visits to the Apple Store. As a fan of the brand and a tech nerd, visiting any Apple facility is a joy to me. (I even went out of my way to see the visitor center at Apple’s corporate headquarters last time I was in Silicon Valley.) So, last week...
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...
Originally published on Revenuegrowthengine.net. For those who are obsessed with their products, the superiority of their business, or the beauty of their brand, this statement contains a hard pill to swallow. As great as your products are, as experienced as your team...
Smart companies that use EOS® incorporate values to guide strategy and people decisions. Values also provide a foundation for effective marketing and sales. 1. Allow Your Values To Refine Your Ideal Client Profile There are 7.8 billion people on the planet. There are...
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...
One way to grow your EOSⓇ business faster is to attract and cross-sell ideal clients. These are the types of clients that appreciate what you do and can buy everything that you sell. Unless you have a limitless marketing budget and massive sales team, trying to sell...
Harvard Business School professor and the father of modern marketing, Theodore Levitt, asks a powerful question that every business leader, sales representative and marketing manager must answer: What business are you in? The answer to this question will determine the...
The reason to buy a company is to take what you purchased and grow it. Unfortunately, what often happens is that companies let the customers of the companies they acquired slowly get picked off by the competition. Instead of growing the new base of customers, the new...
Now, more than ever, we need to keep our growth engines running. Sales must maintain activity levels. Marketing must keep the digital lights on. This is not the time to slow down or stop. This past week I've talked with many leaders that are facing hard choices. I've...
Last week I was reminiscing about my first home-office job with my former boss, Cary Butler. Back in 1997 when I accepted a position as a district manager for Toshiba, the first step was to set up a home office. I remember when the UPS driver rang my doorbell to...
Ask any management consultant and they will tell you that processes are the key to an efficient business. We find processes in departments throughout a business like finance, H.R., service, production, and fulfillment. Why is it that when it comes to revenue growth,...
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...
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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What you sell and what your clients buy may be two very different things. We think we sell products and services. What our clients really buy is outcomes. Theodore Levitt, the father of modern marketing put it brilliantly: “People don’t buy drill bits, they buy...
Having grown up in Canada, I love maple syrup. I remember Saturday mornings at the sugar farm. Each spring right as the snow was beginning to melt we’d head out into a grove of maple trees. Each tree had a spigot with a small bucket attached. Sweet sap would drip into...
This week I’ve been creating the website content for the new suite of services our team here at Convergo will roll out this summer (can’t wait to launch this!) It's got me thinking about what our ideal prospect looks like. We all have ideal prospects. These are the...
With today’s decision makers and influencers scouring the web for information during the buying process, digital marketing has become an undeniably important partner in revenue generation. While I will always be the first to affirm that salespeople create, build, and...
Recently, I was talking with one of my business partners here at Convergo. He’d talked with a business owner about moving from a tactical to a strategic approach with their marketing. In principal it sounded good. However, when presented with a relatively modest...
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...
Imagine if you had 100 people lined up outside your business right now. What would you do? Certainly, you’d send someone out to greet them. You’d ask how you could help. You’d get the prospects involved in sales situations. You’d do your best to answer customer...
“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...
Stephen Covey says that highly effective people put the “big rocks in first” because if you don’t do the important things first, they get crowded out by the smaller things. The biggest rock for any sales professional is prospecting. It’s the #1 driver of success and...
Today is the 30th anniversary of the world wide web! Nothing has changed the sales profession more than this technology. As I reflect back over my 26 years in sales, allow me to offer some observations on how the internet has changed sales for good. 1. From Brochures...
“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...
“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...