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.

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