Revenue Growth
What our Clients want
- Increased sales volumes (units or transactions)
- Improved average price/rate
- Improved customer satisfaction and retention
- Reduced product development cycle time
- Improved ability to consistently meet customer requirements
What we do
- Break down the company’s revenue picture by customer segments
- Develop a Profit Driver Model (PDM) to understand specific linkages between revenue growth and sales and service performance
- Identify selling and service gaps that need to be addressed
- Identify where volume or price needs to change and break these down into more specific levers such as new business required versus improved retention, price yields versus product or service mix
- Map current sales funnels by customer segment
- Identify gaps in either volumes through the funnels or conversion rates and the associated root causes
- Streamline the selling process
- Refine the sales funnel, sales cycle and related sales management tools
- Increase sales activity (number of leads, meetings, quotes and orders).
- Increase "face-to-face” active selling time (time spent actually advancing a sale) with the right prospects and customers
- Improve field and inside selling skills to improve conversion rates and to reduce the sales cycle time.
- Train customer service reps on effective customer handling skills
- Improve the functionality of existing CRM systems
- Modify pricing policies to reduce unnecessary discounting or variability
- Reduce billing and other general processing errors
- In industries where speed-to-market is critical, reduce product development cycles to help get products to market faster.
- Improve after-sale maintenance and ongoing customer support
Our experience
- Consumer goods, consumer services, retail, transportation, industrial, financial services, internet-based services
- Marketing, field sales, inbound and outbound call centers
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