Is Your Revenue Strategy Antifragile?

Turning Market Disruptions into Strategic Growth

The pandemic has led us to ask many questions.

“Are we really more productive working from home?”

“If this is the future of work, how do we keep making sales and growing revenue?”

And mostly, “How are some businesses thriving right now when so many are struggling and failing? How are they turning barriers and disruptions into revenue growth, and how can we too?”

The answer is antifragility.

The conversation happening at most organizations right now is centered around pivoting strategy to make up for lost revenue in 2020. When this is the topic, the focus is on simply getting back to neutral – filling in the hole that the pandemic caused when it upset the market this year and hoping that next year will provide an easier opportunity for growth.

But what if these sweeping disruptions could be a catalyst for growth right now instead? What if the conversation were about how much your business could grow instead of whether it would survive?

Topics: Profitability Profit Leadership Strategic Revenue Growth Action Plan Revenue Generation Business Development Planning Revenue Development Action Plan Change Management

B2B Pricing for Profit. Is Low Price the Best (or Only) Answer?

 

Businesses exist to make a profit. And price is a key component in profitability. Regarding businesses in the for-profit sector, it has long been said, “If there is no margin (no profit), there is no mission.” While other goals may exist, creating and sustaining profitability is critically important.

Topics: Profitability Profit B2B Pricing

The best sales interview questions, a few tips from HubSpot and a sales lesson from Mark Cuban

Profits increase when you have engaged, passionate people on your team. Having the wrong people in those seats can be a barrier to growing sales and increasing the overall profit of your organization.

With the level of the talent available today in the marketplace, you can always replace someone if you don’t find the right fit the first time. After a quick hire, a simple plan of “wait and see for 90 days” seems logical with so many available. If the new person on the team does not perform in the first 90 days, terminate and hire the next. However, it's much better if you hire the right candidate from the start.

Much of the conversation focuses on how people can find a job.  “How to get hired” is a question answered again and again. Employers still need to do their part, to hire the right people.  Hiring doesn't have to be gamble. The right recruiting and selection process is one of the most important strategic plans your company needs to improve revenue and profits results exponentially.

Les McKeown, President and CEO, Predictable Success puts the responsibility of success on the employer in this Inc. Magazine article:

Topics: Revenue Growth Profit Sales Leadership

4 Steps to Profitable Revenue Growth

As your business begins its annual climb up the revenue mountain there are four steps that are essential to achieving profitable revenue growth

Your company can increase its profitable revenue by working to maintain those clients who are your company’s BEST clients and targeting prospects who will become your BEST clients.  Don’t waste your team’s time, energy and resources by keeping the wrong clients and targeting the wrong prospects.  Hour upon hour will be devoted to keeping existing clients and gaining new ones, make sure they offer you the best opportunity for increasing revenues and profits.

Many business leaders often find themselves wondering why the clients that take up 80% of their organization’s time only generate 20% of their revenue or profit.  It’s because they are focusing their valuable time, energy and resources on the wrong clients and prospects.

Topics: Revenue Growth Profit B2B Sales Strategy