CATAPULT YOUR REVENUE GROWTH without losing a dime!

Underperforming company sales and marketing assets, when identified, are a real drag on your firm’s assets. These should be your biggest sources of revenue growth, but if they’re not handled properly they can turn into a money pit that will eat you, your bottom line, and your business alive. Out of the 25 questions we use to build a successful business plan for customers, what would your responses be to these seven?

1. Are you making decisions on underperforming activities and investments?
2. Do you complete success/rejection analyses of pitches and proposals?
3. How are you maximizing the impact of these pitches and proposals?
4. What success are you having expanding the number of colleagues actively selling and cross selling?
5. Can you use single sales tools to leverage wider exposure and response generation?
6. Is there a format for building a long-term pipeline of leads and opportunities?
7. Who is measuring and reporting results, and does anyone pay attention to them?

And what do we mean by saying we can advance the discussion of under-performing assets without losing a single dime? It’s really simple: Experience shows that by a simple increase in your new revenues, you have paid for the search. And that is typically returned four to five times over within six months. There may be no other place in the entire business world where such a small investment can yield such incredible returns, and on a regular basis at that.

“Creative Abandonment” is the term Peter Drucker uses to describe how to decide whether or not an asset is performing as expected, underperforming, or not performing. It requires looking hard at your asset and taking your ego out of the equation. It might at one point have been the darling of your catalog or portfolio, but now it’s the ugly duckling. It all comes down to performance. If it underperforms, can you invest time to make a go of it and increase its ROI? Will a little sweat equity, shoe leather or brain power turn it into the sales acceleration formula you always dreamed it could be? If not, or if it is not performing at all, “abandon” it and place the time and resources elsewhere. It won’t cost you a dime; in fact, you might even save that dime and a lot more.

You’ve heard that the best part about hitting your head against a wall is that it feels so good when you stop, right? That’s the paradigm we’re working with here. You won’t realize how much of your time, effort and mental energy that ugly duckling was consuming until you kick it out of the nest.

Think of your business like a hot-air balloon. While it’s still tied to the ground, it can only rise so high, and it still has to burn fuel to stay just a few feet above the ground. Cut loose the tether, and it can rocket into the sky, go for miles, and grow your business.

Dr. Allan Colman
Chief Revenue Officer
ClosersGroup.com
1.310.508.8600