How To Protect Margins and Thrive In 2021

by | Mar 15, 2021 | Sales

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 to customers. Yet many do a weak job at cross-selling additional products, services, and solutions to their customer base. 2021 is a time to get sales and marketing aligned around processes to cross-sell to the base to maximize revenue per client.

2. Map Your Customer Experience

Service is great, but it is reactionary. What could it look like if you became proactive in how you removed friction at every stage of the buying experience and customer experience? Great experiences increase close rates, facilitate cross-selling, and improve client retention—three things we all need right now.

3. Understand What Your Buyers Are Buying

Buyers don’t buy products, they buy the outcomes your products and services create. Last year the outcomes shifted. For example, in the tech world instead of wanting scalability and efficiency, companies turned inward during the pandemic needing resiliency, flexibility, and remote work options. As we emerge from the pandemic, these outcomes will shift again. As this happens, we need to identify these outcomes and retool our marketing and sales messages.

Cross-selling, customer experience, and message all work together to drive revenue growth. Right now is a critical time to consider each of these as you optimize your company’s revenue growth plan to thrive in 2021 and beyond.

Darrell Amy

Darrell is on a mission to help great companies grow revenue. He co-founded Convergo, where he serves as the Chief Innovation Officer, helping companies develop revenue growth strategies. Darrell is the host of the Revenue Growth Podcast and the co-host of the Selling From the Heart Podcast.

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