The document provides 10 actions that can be taken to increase revenue in the next fiscal year. It recommends blocking out time on Thursdays for sales calls, leaving the office to make a 1-page business plan with numbers, and spending time with customers rather than peers to drive sales. It also suggests using your CRM system, getting social on industry groups on LinkedIn and Twitter, setting a marketing budget with a revenue target, delegating time to SEO, personalizing communications, and holding weekly sales and marketing meetings.

1. Make More Money — Now!
10 actions you can take today to increase revenue in your next fiscal year.
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Block out 8-9 a.m. every Thursday to
make sales calls. Studies have
shown that this time slot and day of
the week produce the most success
in qualifying leads. In second place
time-wise is 4-5 p.m., while Fridays
and 1-2 p.m. show the worst results.
Leave your office for 2 hours and
make a 1-page business plan.
Remember to include numbers in
your plan. Identify what is standing
between you and your next million,
and move to eliminate the obstacle.
Hang out with the right people.
Though your peers can offer valuable insight, spending time with
customers is what will really drive
sales. Designate a certain percentage of your travel budget for visiting customers at trade shows or
other industry events. Can’t visit
someone in person? Hold a webinar
or video conference via Skype or
Google+ Hangouts.
Use your CRM – whatever it is. Stop
wasting time debating about which
system is the right one and just
make use of what you have. Bonus
points for tracking lead sources.
Get social with your target market’s
industry group. Identify 3-5 industry
groups on LinkedIn and join them
(no need to contribute yet, just
join). Search Twitter for industryrelevant people and companies and
follow them.
Set a marketing budget with a
revenue target of 1 to 6 percent.
Make sure 25 percent is allocated to
experimental activity.
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Delegate 30 minutes a day to
paying attention to SEO. Act on the
keywords that pointed people to
your website this week.
Add 5 minutes of personalization to
whatever you’re doing. Tweet a
picture from the trade show you’re
attending. Capture an interesting or
useful conversation in a blog post.
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Schedule a joint Sales and Marketing huddle once a week for 20
minutes to get both teams on the
same page.
PLS Launch Solutions 2013
Ask all members of your sales team
to give you their 30-second elevator
pitch. Then evaluate: Is it consistent? Is it customer focused? If not,
how can we make it that way?
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