In the past several weeks since I began my Business Growth Roundup, I’ve really learned a lot from my fellow business growth industry experts. It’s been so valuable to realize just how many of these incredible thought leaders are committing their ideas to cyber-paper and how fortunate we are to have access to their ideas in the form of blogs and shared articles.
It’s with gratitude that I kick off another week with my Business Growth Roundup. I hope you find it as beneficial as I do. This is truly a source of information and inspiration that helps me to kick-start my work every week. I’m happy to share with you what I’m reading and what is trending from some of today’s thought leaders and business growth experts. Enjoy.
How to Find the Value Gap
Take the benefit and subtract the cost of acquiring the benefit and you’ll find the value. So often I see entrepreneurs in a variety of industries who spin their wheels in the wrong places, not recognizing the gap and the inefficiency of their methods. Jonathan reminds us of the importance of using questioning techniques to uncover needs. We can then use those needs to offer benefit-oriented solutions.
“The more needs we can uncover, the more benefits we can deliver, the more benefits the greater the pay back, the greater the pay back the higher the value, the higher the value the better the chance to up sell and cross sell.” It’s a great post that will help you achieve business growth through adding value. I hope you’ll check it out.
In this post, Lori looks at how many lead-to-revenue practitioners are struggling to find the right process to manage the inbound leads and traffic. The question and challenge is whether to pass these leads to inside sales or business development reps to sort the ‘hot leads’ from the nurturing candidates. Lori has some interesting insights and ideas about this. In her opinion, the human channel is the most expensive and potentially most effective channel and it needs to be managed well including encouraging reps to do some rudimentary research before responding.
A Sales and Marketing Alignment Checklist
Robert has summarized an excellent 5 point checklist that everyone should have a look at. It’s all about sales and marketing alignment, which is more about process and people than enabling technology. Technology can help automate tasks, create shared reports, and remove inefficiencies and workarounds but without the process aspect locked down and both sales and marketing leaders on the same page there is no alignment. Check out his 5 item Sales and Marketing Alignment Checklist that you can apply to your organization for maximum business growth.
Ah, it feels like an age-old battle but it’s still a relatively new problem. The necessary evil of the CRM. Peter looks at the need for sales operations processes and tools that truly speed up the sales cycles. Yes, there is a legitimate need to monitor activity and build accurate forecasts, but we need to avoid the garbage in/garbage out mentality. Peter crunches some real data in his article that’s worth looking at. The most successful sales teams, which include leaders, individual contributors, operations, and even sales engineers, share an identifiable set of best practices as well as technology investments. Have a look at the article; Peter sums up these success points very accurately.