More Related Content Similar to Re-ignite Your Business Growth: How to Grow Your Business in any Economy (20) More from Stephen Davis (19) Re-ignite Your Business Growth: How to Grow Your Business in any Economy1. Stephen N. Davis
“Partnering With Clients to Drive
Sustainable Profitable Growth”
RE-IGNITE YOUR
BUSINESS
GROWTH
How to Grow Revenue in
any Economy
2. 2000 – 2013 ©CXO Advisory Group
It’s Still SCARY
Out There
5. 2000 – 2013 ©CXO Advisory Group
Companies Cut Back
on Marketing & Sales
6. 2000 – 2013 ©CXO Advisory Group
Tightened
Management Controls
8. 2000 – 2013 ©CXO Advisory Group
Strategic Planning
2000 - 2013 ©CXO Advisory Group
9. 2000 – 2013 ©CXO Advisory Group
87.5%
Most Plans Fail
COMPANIES FAILED TO ACHIEVE PROFITABLE
GROWTH, ALTHOUGH MORE THAN 90% HAD
DETAILED STRATEGIC PLANS.
Source: Bain Consulting Study – Harvard Business School
10. 2000 – 2013 ©CXO Advisory Group
Focus is on Marketing
& Sales Tactics
11. 2000 – 2013 ©CXO Advisory Group
That is Why You Fail
2000 - 2013 ©CXO Advisory Group
At Strategic Planning
12. 2000 – 2013 ©CXO Advisory Group
Your Business Model
Does it
Still Make
Sense??
13. 2000 – 2013 ©CXO Advisory Group
Some Never
Challenge Status Quo
14. 2000 – 2013 ©CXO Advisory Group
1955 Fortune 500
Are Gone
87%
16. 2000 – 2013 ©CXO Advisory Group
Some Survive
In Living Death
18. 2000 – 2013 ©CXO Advisory Group
Discover the
New Reality1
19. 2000 – 2013 ©CXO Advisory Group
Turn & Face
Disruptive Change
20. 2000 – 2013 ©CXO Advisory Group
Strategic Superstars
21. 2000 – 2013 ©CXO Advisory Group
Re-Map the
Buyer’s Profile2
22. 2000 – 2013 ©CXO Advisory Group
What’s The
Buyer’s Journey?
23. 2000 – 2013 ©CXO Advisory Group
Buyer’s Cycle
is the Key
24. 2000 – 2013 ©CXO Advisory Group
Align Marketing
& Sales3
26. 2000 – 2013 ©CXO Advisory Group
“Your
Marketing Leads
S*CK!!!”
Sales Says
27. 2000 – 2013 ©CXO Advisory Group
“We Send
Qualified Leads
To Sales &
They Fall into a
Black Hole”
Marketing Says
28. 2000 – 2013 ©CXO Advisory Group
= $57,000
Source: IDC Sales Enablement Research
Additional Revenue Per Year
10 More Min/Week
29. 2000 – 2013 ©CXO Advisory Group
Source: MarketingProfs
5.4%
Faster Growth Year-to-Year Basis
Than Competition
Better Aligned
30. 2000 – 2013 ©CXO Advisory Group
Source: MarketingProfs
38%
Better at Closing than
Non-Aligned Competition
Close More Business
31. 2000 – 2013 ©CXO Advisory Group
Source: MarketingProfs
36%
Less Customer Churn
Than Competition
Less Customer Churn
32. 2000 – 2013 ©CXO Advisory Group
Sales & Marketing View
the World Differently
33. 2000 – 2013 ©CXO Advisory Group
Marketing Looks for
Mr. Right
34. 2000 – 2013 ©CXO Advisory Group
Sales Wants
Mr. RightNOW
35. 2000 – 2013 ©CXO Advisory Group
You End Up With
When There isn’t a
Common Profile
37. 2000 – 2013 ©CXO Advisory Group
Jointly Define a
“Sales-Ready Lead”
38. 2000 – 2013 ©CXO Advisory Group
4
Refocus Marketing
to the New Reality
39. 2000 – 2013 ©CXO Advisory Group
Develop Sales Tools
Specific to Buying Cycle
40. 2000 – 2013 ©CXO Advisory Group
New Lead
Registered Lead
Phone Ready Lead
TeleQualify Leads
Sales-Validate Lead
Demo/Meet/Proposal
Enter Sales Forecast
Closed Deals
Hand Off
to Sales
BuyingCycle
Lead Nurturing
Have a Formal Lead
Management System5
41. 2000 – 2013 ©CXO Advisory Group
Develop a Customer
Retention Program6
42. 2000 – 2013 ©CXO Advisory Group
Post Mortem
On Lost Business7
43. 2000 – 2013 ©CXO Advisory Group
Lost Customer
Reactivation Program8
45. 2000 – 2013 ©CXO Advisory Group
Engage Your
Stakeholders9
46. 2000 – 2013 ©CXO Advisory Group
Everyone is
In SALES10
47. 2000 – 2013 ©CXO Advisory Group
Don’t Stifle Your
Employees
48. 2000 – 2013 ©CXO Advisory Group
Your Employees are
Already Out There
49. 2000 – 2013 ©CXO Advisory Group
Turn Employees into
Brand Ambassadors
50. 2000 – 2013 ©CXO Advisory Group
Employees Commit
Social Media
Gaffes
Develop Social Media
Guidelines
51. 2000 – 2013 ©CXO Advisory Group
Measure Everything on
Contribution to Revenue11
53. 2000 – 2013 ©CXO Advisory Group
Welcome to the
New Normal
55. 2000 - 2012 © CXO Advisory Group
Driving Profitable Growth
56. 2000 – 2013 ©CXO Advisory Group
We help companies optimize business
development and marketing; accelerate
sales; and seize the most attractive
growth opportunities.
Driving
Profitable Growth
57. 2000 – 2013 ©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
CXO Advisory Group
58. 2000 – 2013 ©CXO Advisory Group
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
How Can We Help You?
59. 2000 – 2013 ©CXO Advisory Group
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
How Can We Help You?
60. 2000 – 2013 ©CXO Advisory Group
Venture Advisory Services
• Fine tune operations, business strategy and market entry
• Assist with due diligence
• Strategic business assessment of portfolio companies
How Can We Help You?
61. Stephen Davis
Interim COO/VP Sales & Marketing |
Business Consultant | Sales Channel and
Business Development Expert | Author &
Speaker
Contact Information:
“Partnering With Clients to Drive
Sustainable Profitable Growth”
Phone: (508) 528-7571
Email: sdavis@cxoadvisorygroup.com
Website: www.cxoadvisorygroup.com
Linkedin: www.linkedin.com/in/stephendavis
Twitter: twitter.com/stephendaviscxo