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Re-ignite Your Business Growth: How to Grow Your Business in any Economy
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Re-ignite Your Business Growth: How to Grow Your Business in any Economy

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Are your sales stalled, plateaued or declining? The business landscape has changed and traditional business models no longer seem to work. Business can’t grow if it doesn’t adapt or if it isn’t......

Are your sales stalled, plateaued or declining? The business landscape has changed and traditional business models no longer seem to work. Business can’t grow if it doesn’t adapt or if it isn’t designed for growth.

The fact is that most businesses aren’t growing today. They’re trying hard but the ideas and tactics that they’re using just aren’t working. And they don’t know why. The problem is more than a tactical one. Just changing tactics or increasing the marketing budget will not fix your revenue problem.

Achieving a business growth is done by design with a clear plan. In this workshop we’ll show you the steps you can take to reenergize your business and reignite revenue growth.

What Attendees Will Learn
• Why their current efforts to grow seem to be falling short
• How to better formulate strategic plans to adapt the company for rapid growth
• Ten steps that can be employed to accelerate revenue
• How to get marketing and sales working together to maximize ROI
• How to stay focused on consistent growth
• Practical ideas you can employ immediately to get the company back on a positive growth curve.

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Transcript

  • 1. RE-IGNITE YOUR BUSINESS GROWTH How to Grow Revenue in any Economy Stephen N. Davis “Partnering With Clients to Drive Sustainable Profitable Growth”
  • 2. It’s Still SCARY Out There 2000 – 2013 ©CXO Advisory Group
  • 3. High Unemployment 2000 – 2013 ©CXO Advisory Group
  • 4. Companies Cut Back on Marketing & Sales 2000 – 2013 ©CXO Advisory Group
  • 5. Tightened Management Controls 2000 – 2013 ©CXO Advisory Group
  • 6. Stagnant Sales 2000 – 2013 ©CXO Advisory Group
  • 7. Strategic Planning 2000 – 2013 ©CXO Advisory Group - 2013 ©CXO Advisory Group
  • 8. Most Plans Fail 87.5 % COMPANIES FAILED TO ACHIEVE PROFITABLE GROWTH, ALTHOUGH MORE THAN 90% HAD DETAILED STRATEGIC PLANS. Source: Bain Consulting Study – Harvard Business School 2000 – 2013 ©CXO Advisory Group
  • 9. Focus is on Marketing & Sales Tactics 2000 – 2013 ©CXO Advisory Group
  • 10. That is Why You Fail At Strategic Planning 2000 – 2013 ©CXO Advisory Group - 2013 ©CXO Advisory Group
  • 11. Your Business Model Does it Still Make Sense?? 2000 – 2013 ©CXO Advisory Group
  • 12. Photo Credit: Flickrcc/PilotTheatre 2000 – 2013 ©CXO Advisory Group
  • 13. 2000 – 2013 ©CXO Advisory Group
  • 14. People HATE Change 2000 – 2013 ©CXO Advisory Group
  • 15. Some Never Challenge Status Quo 2000 – 2013 ©CXO Advisory Group
  • 16. They View the World from the Inside 2000 – 2013 ©CXO Advisory Group
  • 17. 2000 – 2013 ©CXO Advisory Group
  • 18. 1955 Fortune 500 87 % Are Gone 2000 – 2013 ©CXO Advisory Group
  • 19. Strategic Failures 2000 – 2013 ©CXO Advisory Group
  • 20. Some Survive In Living Death 2000 – 2013 ©CXO Advisory Group
  • 21. ADAPT or DIE! 2000 – 2013 ©CXO Advisory Group
  • 22. 1 2000 – 2013 ©CXO Advisory Group Discover the New Reality
  • 23. Turn & Face Disruptive Change 2000 – 2013 ©CXO Advisory Group
  • 24. C riticism Resistance Assasins Pressure 2000 – 2013 ©CXO Advisory Group
  • 25. “Never let a good crisis go to waste” 2000 – 2013 ©CXO Advisory Group
  • 26. Strategic Superstars 2000 – 2013 ©CXO Advisory Group
  • 27. 2 Rebuild Your Buyer’s Profile 2000 – 2013 ©CXO Advisory Group
  • 28. What’s The Buyer’s Journey? 2000 – 2013 ©CXO Advisory Group
  • 29. What is the Buyer’s PAIN? 2000 – 2013 ©CXO Advisory Group
  • 30. What Do They Care About? Business Consumer Lower Risk Health Status Environmental Saving Money Value Family Customization Customer Engagement Finance Convenience/Time Saver 2000 – 2013 ©CXO Advisory Group Productivity Usability Market Penetration Competitive Advantage Increased Sales
  • 31. Where Do You Find Them? 2000 – 2013 ©CXO Advisory Group
  • 32. Who or What Influences Them? 2000 – 2013 ©CXO Advisory Group
  • 33. How Do They Want to Engage and Buy? 2000 – 2013 ©CXO Advisory Group
  • 34. Who is Involved in the Purchase Decision? 2000 – 2013 ©CXO Advisory Group
  • 35. What Are the Sales Trigger Events? 2000 – 2013 ©CXO Advisory Group
  • 36. Have You Defined A Sales Cycle? 2000 – 2013 ©CXO Advisory Group
  • 37. Buyer’s Cycle is the Key 2000 – 2013 ©CXO Advisory Group
  • 38. 3 Align Marketing & Sales 2000 – 2013 ©CXO Advisory Group
  • 39. 2000 – 2013 ©CXO Advisory Group
  • 40. Sales Says “Your Marketing Leads S*CK!!!” 2000 – 2013 ©CXO Advisory Group
  • 41. Marketing Says “We Send Qualified Leads To Sales & They Fall into a Black Hole” 2000 – 2013 ©CXO Advisory Group
  • 42. 10 More Min/Week = $57,000 Additional Revenue Per Year Source: IDC Sales Enablement Research 2000 – 2013 ©CXO Advisory Group
  • 43. Better Aligned 5.4 % Faster Growth Year-to-Year Basis Than Competition Source: MarketingProfs 2000 – 2013 ©CXO Advisory Group
  • 44. Close More Business 38 % Better at Closing than Non-Aligned Competition Source: MarketingProfs 2000 – 2013 ©CXO Advisory Group
  • 45. Less Customer Churn 36 % Less Customer Churn Than Competition Source: MarketingProfs 2000 – 2013 ©CXO Advisory Group
  • 46. Sales & Marketing View the World Differently 2000 – 2013 ©CXO Advisory Group
  • 47. Marketing Looks for Mr. Right 2000 – 2013 ©CXO Advisory Group
  • 48. Sales Wants Mr. RightNOW 2000 – 2013 ©CXO Advisory Group
  • 49. When There isn’t a Common Profile You End Up With 2000 – 2013 ©CXO Advisory Group
  • 50. Get Them Talking 2000 – 2013 ©CXO Advisory Group
  • 51. Jointly Define a “Sales-Ready Lead” 2000 – 2013 ©CXO Advisory Group
  • 52. 4 Refocus Marketing to the New Reality 2000 – 2013 ©CXO Advisory Group
  • 53. Develop Sales Tools Specific to Buying Cycle 2000 – 2013 ©CXO Advisory Group
  • 54. Have a Formal Lead Management System 5 New Lead Registered Lead Buying Cycle Lead Nurturing Phone Ready Lead TeleQualify Leads Sales-Validate Lead Demo/Meet/Proposal Enter Sales Forecast Closed Deals 2000 – 2013 ©CXO Advisory Group Hand Off to Sales
  • 55. 6 Develop a Customer Retention Program 2000 – 2013 ©CXO Advisory Group
  • 56. 7 Post Mortem On Lost Business 2000 – 2013 ©CXO Advisory Group
  • 57. 8 Lost Customer Reactivation Program 2000 – 2013 ©CXO Advisory Group
  • 58. Change is Scary 2000 – 2013 ©CXO Advisory Group
  • 59. 9 Engage Your Stakeholders 2000 – 2013 ©CXO Advisory Group
  • 60. 10 Everyone is In SALES 2000 – 2013 ©CXO Advisory Group
  • 61. Turn Employees into Brand Ambassadors 2000 – 2013 ©CXO Advisory Group
  • 62. Your Employees are Already Out There 2000 – 2013 ©CXO Advisory Group
  • 63. Develop Social Media Guidelines Employees Commit Social Media Gaffes 2000 – 2013 ©CXO Advisory Group
  • 64. Don’t Stifle Your Employees 2000 – 2013 ©CXO Advisory Group
  • 65. 11 Measure Everything on Contribution to Revenue 2000 – 2013 ©CXO Advisory Group
  • 66. 12 Fine Tune 2000 – 2013 ©CXO Advisory Group
  • 67. Welcome to the New Normal 2000 – 2013 ©CXO Advisory Group
  • 68. 2000 – 2013 ©CXO Advisory Group
  • 69. Driving Profitable Growth 2000 - 2012 © CXO Advisory Group
  • 70. Driving Profitable Growth We help companies optimize business development and marketing; accelerate sales; and seize the most attractive growth opportunities. 2000 – 2013 ©CXO Advisory Group
  • 71. CXO Advisory Group  CXO Advisory Group is a strategic operations advisory and management firm comprised of proven C-level executives with both breadth and depth of experience.  CXO Advisory Group Team members have achieved success in positions ranging from: President/CEO to COO, and VPs of Sales, Marketing, Corporate Development and Human Resources.  Has proven success in business development and in building US sales and distribution channels 2000 – 2013 ©CXO Advisory Group
  • 72. How Can We Help You? Business Strategy Services • • • • Audit business practices and organization Evaluate product and pricing strategies Evaluate effectiveness of sales channel Assess effectiveness of existing sales and marketing programs Market Entry Program • • • • • • Analyze competitive landscape Market launch strategy and plan Channel strategy and programs Establish sales channels Generate sales and manage relationships Identify and develop strategic partnerships 2000 – 2013 ©CXO Advisory Group
  • 73. How Can We Help You? Sales Channel Management • • • • Review and revise sales channel strategies Channel partner identification, prospecting and recruitment Eliminate channel conflict Channel contract development and negotiation Interim Management Resources • • • • Interim CEO, COO, CMO, CSO Interim VP of Sales and Marketing Consultant on staff Launch team coaches 2000 – 2013 ©CXO Advisory Group
  • 74. How Can We Help You? Venture Advisory Services • • • Fine tune operations, business strategy and market entry Assist with due diligence Strategic business assessment of portfolio companies 2000 – 2013 ©CXO Advisory Group
  • 75. Contact Information: Stephen Davis Interim COO/VP Sales & Marketing | Business Consultant | Sales Channel and Business Development Expert | Author & Speaker “Partnering With Clients to Drive Sustainable Profitable Growth” Phone: Email: Website: Linkedin: Twitter: (508) 528-7571 sdavis@cxoadvisorygroup.com www.cxoadvisorygroup.com www.linkedin.com/in/stephendavis twitter.com/stephendaviscxo