January 13th, 2015
Increasing Your Velocity is a Critical Success Factor
It’s normal. After any keynote presentation members of the audience will approach me to ask further questions on my program or make more in-depth comments on related topics, frankly I truly enjoy these kinds of give and takes.
Last Friday my topic was “Accelerate Your Business in 2015”, during the program I covered a variety of ideas, techniques and tools the audience could use to drive increased levels of sales pipeline values and revenues. A portion of what I spoke about was from a recent blog: The One Must Do Action Step to Ensure a Great 2015! In this in blog I covered why it is important to meet with your existing clientsat the beginning of every year and 5 potential outcomes you could expect from those meetings. If you haven’t read it, it is not too late to implement the tactics I covered.
The interesting part of the one on one discussions I had was the tendency of almost every person that spoke to me suggested creating additional or new ideas/tools beyond the ones I had shared.
Don’t get me wrong, I have no problem with creativity, being innovative or trying something new. What continues to amaze me is everyone had great ideas, however taking the time to create new approaches, or tools either delays the end result or in most situations-nothing happens. Either something comes up or a distraction occurs and the sales/marketing/management programs fail to achieve their goals.
It seems people love to reinvent the wheel.
My recommendation is to use the idea’s/tools of others, certainly refine them to fit your focus, but rather than delay implementation or spending valuable time re-inventing or tweaking the program-simply execute it! Increasing the velocity of everything you do in business today has become a critical success factor.
On Friday I had suggested the following ideas to accelerate your business;
- Learn to Partner with other organizations, I call this business-eco system marketing
- Implement a salesperson 20-20 campaign
- Focus on a vertical market with in your business
- Perform Account Plans on your top 30% customers
- Learn to Cross Sell/Up Sell each of your products/services
- Build Thought Leadership into your marketing
- Create customer Power Networking Maps
During the presentation I covered each of these topics in greater detail as to the how to’s and the desired outcomes, if you wish to learn more about these ideas you can find them in my various blogs on each topic. If you can’t find them reach out to me and I will share my thoughts with you. Ken@AcumenMgmt.com
Need other tools designed to increase your sales and sales management effectiveness? Don’t reinvent the wheel, check out the Online Sales Management Tool Kit
Lastly, what is your one best idea to increase the velocity of your business for 2015?
Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 17 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.
He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014.
Ken has written 5 books, his latest book is: SLAMMED! for First Time Sales Managers, Ken provides Keynotes, consulting services and products designed to improve business performance.