Your Effective Sales Revenue Revival Strategy for Selling in the 2020s.
This article is for Sales and Business Unit Leaders in organizations whose revenues have been negatively impacted by the economic downturn. It addresses the questions of how to go about reviving your sales revenue and growth, i.e: How can we grow sales revenues again, now and for the future? What is the right course of action to take? What should we change? What should we keep as-is?
How can we grow sales revenues again, now and for the future?
For the purpose of this article, I'll assume that your business is not among the lucky ones that suddenly found themselves in a dream situation as their remote meeting solutions or their hand sanitizers suddenly and accidentally found themselves in high demand. Or, that you are among the unlucky ones, like the travel or entertainment industry whose business has pretty much stopped dead altogether. Instead, I'll assume that you are among the "walking wounded" whose business is still operating, but has suffered a reduction in sales revenue in the global pandemic.
There is no doubt: This pandemic has certainly impacted your Business-As-Usual". By now though, due to the gradual easing of social distancing restrictions, you and your team have hopefully sensed there is light at the end of the tunnel, and you are now wondering how you'll kick-start your re-growth, no matter what the new "normal" is going to turn out to be like.
So then, if that's you, this article is for you:
One thing is certain: Whatever the new "normal" will look like, it won't be the same as the business model and the strategies that you put on hold back in January, or before the lock down began.
Whatever the "new normal" will turn out to look like, it won't be the same as the business model and strategy you put on hold back in January.
Plus, consider this: Once the gates of business open up again, market competition will be super-fierce. Can you imagine the mad scramble for new business by everyone in your market? It will be almost impossible to differentiate your brand from your competitors' and to be commercially competitive in that kind of situation.
It will be almost impossible to differentiate your brand from your competitors' and to be commercially competitive in that kind of situation.
In short, to compete effectively in the new "normal" means that you must adapt your business model to one that achieves more than half a dozen outcomes simultaneously.
I.e. a business model that:
Responds and adapts well to the new "normal"
Strengthens your relationship with existing customers
Is able to attract and win new customers
Positions your customers and prospects front and center
Maximizes your sales pipeline volume and quality
Accelerates your deal velocity (for revenue re-growth)
Stays one step (and preferably two) ahead of your competitors
Reduces your risk (as well as that of your customers)
Is sustainable and easy to manage
That's quite a list, isn't it?
That's quite a list, isn't it?
Now, my questions to you are:
Have you reflected on what you used to do and why it no longer fits into the new selling environment?
Or, have you reviewed your business model(s) and tried to imagine what changes may be needed to cope with business differently right now and in a post-pandemic world?
Have you considered making a plan for a plan, i.e. asked yourself how you can best prepare for the new "normal"?
So, what is the best way forward for you now to plan and prepare for your future revenue growth?
So, what is the best way forward for you now to plan and prepare for your future revenue growth?
Many businesses like yours may have already made some adjustments to their business model in the past few months. Some have had to make very tough decisions on such matters as staff levels, cost cutting and crisis-related short-term challenges.
Others have allowed themselves to become paralyzed by indecision and uncertainty. In my opinion, too many have (perhaps subconsciously) chosen to take on a "wait and see" position, instead of using this time to conduct reviews and craft a new plan, or - at least - a plan for a plan.
To illustrate, I am borrowing a line from Keziah Robinson, the business strategist and coach based in Boston, USA, who said this: "You are not the economy."
What Keziah means is that you should focus on controlling what you can, and not sweat what you can't control. By doing so, you will be able to avoid decision paralysis by fear and uncertainty.
So, that poses the question: What can you control?
So, that poses the question: What can you control?
As it turns out, you actually have quite a lot that you can adjust, change and control.
As it turns out, you actually have quite a lot that you can adjust, change and control.
At a minimum, you can adjust three important parts of your business model:
At a minimum, you can adjust three important parts of your business model:
Your Go-To-Market Strategy (click here for more information)
Your Prospect Engagement Process (click here for more information)
Your Sales Funnel and Pipeline (click here for more information)
The good news is that you already have all of these essential building blocks in place. So, change is really just about re-aligning and polishing what you already have.
So, change is really just about re-aligning and polishing what you already have.
And that’s where my expertise can help.
It’s where I can supplement your knowledge of your business with a proven approach that, together, will deliver all of the bullet points above and satisfy your CEO that you have a clear, sustainable and low-risk growth revival model.
It’s where I can supplement your knowledge of your business with a proven approach that, together, will deliver all of the bullet points above and satisfy your CEO that you have a clear, sustainable and low-risk growth revival model.
Please accept my open invitation to start us off with a complimentary private call to discuss your current situation and to help you understand how I can best help to improve it.
Or, if you are not quite ready to speak with me, take advantage of my new free Sales Funnel assessment tool. I have re-imagined the traditional concept of the sales funnel and adapted it to selling in the 2020's.
My free Sales Funnel assessment checklist is there for you to uncover the hidden speed bumps and bottlenecks that are slowing down revenue in your current Sales Funnel right now.
My free Sales Funnel assessment checklist is there for you to uncover the hidden speed bumps and bottlenecks that are slowing down revenue in your current Sales Funnel right now.
Then, book a free private call with me to discuss your checklist responses and to uncover how you can streamline and accelerate your sales funnel for the 2020's, too.
Again, both the call and the checklist are complimentary.
I look forward to hearing from you.
- END -
What Do You Think of The Message Here?
Please leave your personal thoughts and comments below and - if you like it - please share this article with your network
Check out more of my sales articles on LinkedIn
About Peter Strohkorb
Peter Strohkorb is a highly successful Sales Acceleration Specialist and Smarketing Expert in the B2B Technology and Services sector with clients in Australia, Europe, the USA, and globally online.
He is an acclaimed Amazon book author, blogger, thought leader and influencer.
Peter has helped many business leaders and executives to achieve significant success in growing their sales revenue, raising their personal and company profile, and increasing their organizations' market share.
Contact Peter
Schedule a complimentary and private Information Call with Peter.
email: pstrohkorb@peterstrohkorb.com
web: peterstrohkorb.com
#sales #leadgeneration #salesfunnel #salespipeline #salesleadership #salesstrategy #ceo