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Find ideas to align your marketing and sales enablement to grow your revenue.

Why Do You Need a Content Strategy?

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...

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What’s a Method You Can Use to Coach Your Team?

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...

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Why Alignment is Key to Change and Adoption

Why Alignment is Key to Change and Adoption

You may be asking yourself why you should stop and align with your team before you get going on quarterly projects. This is a great question! Your people are the heart and soul of your organization and projects. When starting any new project or initiating any change,...

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How Much Should You Invest in Marketing?

How Much Should You Invest in Marketing?

My wife and I were just discussing what we might do for fun next summer. The possibilities are endless! We might go to the mountains, music festivals, mountain biking or the beach to name a few. Figuring out where to spend/allocate/invest time or money is something...

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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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3 Filters for Your Ideal Client Profile

3 Filters for Your Ideal Client Profile

Creating a profile of your ideal client is an exercise that serves many purposes for any business that has limited resources (which is all businesses, right?). Especially in a B2B business, it is much more efficient and profitable to acquire, manage, and delight a...

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What is the Quickest Way to Grow Revenue?

What is the Quickest Way to Grow Revenue?

We are in the business of helping EOS® companies grow revenue. Over half of the businesses that come to us with that goal in mind are wanting to do so by generating more leads. As we work with clients to develop an initial Revenue Growth Plan, it typically becomes...

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How to Conduct An Effective Virtual Meeting

How to Conduct An Effective Virtual Meeting

4.7 million people work from home in the United States [source]. The need for collaboration and meeting with co-workers does not go away when people transition to working from home, so it is no surprise that products like Zoom Meeting have realized huge growth. The...

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Prospect More Effectively with Sales Sequences

Originally published at the Revenue Growth Engine One touch simply doesn’t cut it in today’s world. Salesforce.com research found that it takes 6-8 touches with a prospect to get an appointment. Sirius Decisions found that it takes 8 to 12 attempts to reach a decision...

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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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How To Get Net-New Business From Your Client Base

This week I enjoyed talking with a group of sales leaders as we prepared for a Value Alignment Workshop. When we asked the group of sales managers about the challenges they faced, the overwhelming response was, “We struggle with getting our reps to generate net-new...

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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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