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Find ideas to align your marketing and sales enablement to grow your revenue.
3 Challenges You May Be Having With Your Scorecard
Developing the scorecard that works for your business is a journey. There are some common challenges that entrepreneurs face along the way. This blog is written to help you take action to improve your scorecard and shorten the journey. We will look at three common...
Measuring Your Client Experience To Drive Profit
I have seen a lot of entrepreneurial scorecards, and one thing is consistently missing... the client’s perspective. Some businesses track NPS which asks customers/clients how likely they are to recommend the product or service to their friends or colleagues, but...
What Metrics Should You Have On Your Scorecard
The process of developing the right scorecard for your business can be frustrating and is a journey. Does any of this sound familiar to you?: Am I tracking the right metrics to support my business? I have hopeless, long streaks of red for certain metrics on my...
3 Things Your Scorecard Tells You About Your Business
Developing a tight, mature scorecard is a journey worth taking if you want to take your business to the next level. Introducing a scorecard into your business can be frustrating and make you wonder: Am I tracking the right metrics to support my business goals? Do I...
Symptoms That Your Content Plan is Not Working
The importance of content is often overlooked in small businesses. The truth is, content enables revenue generation, and cost reduction: Revenue Generation: Great content enables prospects and clients to navigate their experience with your business quicker, with a...
The Key Metrics that Build Cross-Functional Team Alignment and Drive Revenue Growth
The right scorecard metrics can be very challenging for entrepreneurial businesses, especially in the sales and marketing space. The stakes are high! If you don’t do it right, you can create silos, and departments might be working against each other without even...
A Smarter Way To Grow Revenue
“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,...
Five Reasons Why Sales, Marketing & Operations Teams Should Prioritize Playbooks
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....
4 Strategies for Aligning Sales and Marketing
Sales and marketing are historically misaligned, which is very curious given their goals are really the same, right? If sales and marketing both have the same goal of bringing more clients into the business, it doesn't make sense that this misalignment still occurs....
Presenting Content During The Sales Cycle To Maximize Close Rates
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...
[Podcast] Systematizing Sales & Marketing w/ EOS Strategies
Bill Poole was a guest on The COO Show where he chatted with host Bill Reed about why there may be silos in your organization and how to integrate your teams to drive revenue growth. They also talked about how important change management is for creating lasting change...
[Webinar] The Buyer’s Journey: Optimize Engagement to Maximize Revenue Results
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,...
A Better Alternative to the Buyer’s Journey
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...
5 Ways to Create a Successful Lead Nurturing Strategy
Written by Angela Pointon, 11outof11.com Lead Nurturing Strategies: Warm Up Prospects and Book More Sales Meetings Today’s companies are looking to find, keep, and enjoy closer relationships with their customers through lead nurturing. This strategy helps businesses...
How To Get the Team Re-focused on Growth Instead of Survival
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...
Leveraging the Buyers Journey in a Services Business
Much has been said about the Hubspot Buyer’s Journey Simply stated, the buyer’s journey is the process that a buyer goes through in making a decision to buy. Hubspot’s definition: The buyer's journey describes a buyer's path to purchase. In other words, buyers don't...
How To Make Revenue Growth Predictable In Uncertain Times (Part 3)
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...
How To Make Revenue Growth Predictable In Uncertain Times (Part 2)
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...
How To Make Revenue Growth Predictable In Uncertain Times (Part 1)
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...
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...
How To Avoid The Dangerous Risk of One Source of Leads for Your Business
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...
3 Reasons To Focus on Your ideal clients during challenging times
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...
How To Create Lead Magnets That Drive Revenue Growth
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...
Digital vs. Traditional Lead Channels—Which Should We Use?
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...
3 Traps to Avoid When Picking The Right Sales Metrics
Metrics are nothing new to successful entrepreneurial businesses. Metrics typically flow throughout the operations and finance departments and drive client satisfaction and business growth. For whatever reason, these same businesses have a hard time inputting and...
The Most Overlooked Goal and Metric For Maximizing Revenue Growth
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...
How To Soften Price Increases By Creating a Fallback Option
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...
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,...
When is The Right Time to Hire a New Marketing Team Member?
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...
The Importance of Alignment in Sales and Marketing Messaging
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...
Bring The Right Clients Into Your Funnel: Filtering Criteria
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....
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...
Are You Tired of Peaks and Valleys in Your Sales Funnel?
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...
Is Your Pipeline Based on Opinion or Fact?
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...
How Customer Experience Can Create Strategic Advantage
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....
How To Create a Great Client Experience in a Virtual World
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...
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...
How Do You Reach And Connect With A Disconnected Buying Committee?
There is a reason school kids have been working in groups - that is how they are going to work in business! The more people in the decision making group the harder it is to make a decision. So it's even tougher when you've lost touch with your buying committee. And...
Does Your Business Have Repeatable Processes to Follow?
If you look around any successful entrepreneurial business, one thing you will consistently find are processes. Well-defined and documented processes for operations, administration and finance are paramount to driving growth. That said, if we look to sales and...
Are You Setting Achievable Revenue Goals?
There's a delicate balance between setting aggressive revenue goals and achievable revenue goals. Of course you want to grow your business, but it is helpful to have some reasoning behind raising the bar to accelerate year over year revenue growth. The same concept...
Client Experience is more than a Vibe
When I say “client experience,” what comes to mind? Take 30 seconds to ponder that question before you read on. Let’s get a bit more specific and go back in time 5+ years. What sort of experience do you recall having with a taxi cab? Compare that to the experience...
Why Do You Need a Content Strategy?
Content is at the heart of sales and marketing communication. As Darrell Amy says in his book Revenue Growth Engine, content is the fuel that feeds the sales and marketing processes that drive revenue growth. Implementing a content strategy ensures that your Revenue...
The Convergo Approach Series: Sales and Marketing Processes
The Convergo Approach Series Part 1: The Difference Between Convergo and a Marketing Agency Part 2: A Strategic Approach Part 3: The Lens of the Ideal Client Experience Part 4: Sales and Marketing Integration Part 5: Sales and Marketing Processes B2B companies often...
The Convergo Approach Series: Sales and Marketing Integration
The Convergo Approach Series Part 1: The Difference Between Convergo and a Marketing Agency Part 2: A Strategic Approach Part 3: The Lens of the Ideal Client Experience Part 4: Sales and Marketing Integration Part 5: Sales and Marketing Processes It is no secret that...
The Convergo Approach Series: The Lens of Ideal Client Experience
The Convergo Approach Series Part 1: The Difference Between Convergo and a Marketing Agency Part 2: A Strategic Approach Part 3: The Lens of the Ideal Client Experience Part 4: Sales and Marketing Integration Part 5: Sales and Marketing Processes Considering the...
The Convergo Approach Series: A Strategic Approach
The Convergo Approach Series Part 1: The Difference Between Convergo and a Marketing Agency Part 2: A Strategic Approach Part 3: The Lens of the Ideal Client Experience Part 4: Sales and Marketing Integration Part 5: Sales and Marketing Processes There's no better way...
What’s a Method You Can Use to Coach Your Team?
You may be a new manager, someone people come to for advice, or a seasoned manager looking for some new tips to help employees. Coaching is a great skill to have on your toolbelt, but how do you do it and which model should you use? There are many coaching methods out...
How To Market and Sell What Your Buyers Are Actually Buying
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...
Should I Hire a Marketing Person for My Company?
A lot of our clients find us because they feel like they have some sort of gap in marketing that they’re hoping to get some help with. Whether they are looking to hire a marketing person, assess their existing marketing program, or for ongoing consulting services,...
The Convergo Approach Series: What’s the Difference Between Convergo and a Marketing Agency?
Marketing agencies help you execute a plan. Or, in the absence of a plan, they create pretty things for you like websites, videos, and brochures. Most of the time, this doesn’t have much to do with your sales team or your company goals. Convergo helps you create the...