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Give your entire GTM the skills and common language they need to succeed in driving recurring revenue
Processes for all revenue teams
Achieve sustainable growth, with consistent process design and training applied across the entire Revenue team
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Give your reps the fundamental skills needed for their roles – whether AE, SDR, CSM, or Manager
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We help recurring revenue teams achieve sustainable growth. Our scientific models and frameworks are used by high-growth Scale-Ups, startups, and Fortune 500 companies
In a modern recurring revenue business, it is impossible to scale without treating growth as a science. We apply proven frameworks and expose the math that underpins each step of the customer journey.
Uncover gaps and opportunities to optimize recurring revenue growth
Apply a universal methodology and process across your entire customer journey
Activate through defined processes and playbooks, implemented directly into your workflow
Arm your reps with the core skills for success, with a common language to unify as one GTM team
Provide your team with ongoing development to make change stick, gauge progress, and reach your goals
Sales Growth Strategies
Is your company on track in terms of revenue for the coming year? Are you certain that you can make your growth projections? If you’re not, then you aren’t alone. Most companies are struggling to achieve the kind of growth that they need to stay competitive in today’s market. In fact, a study by Gartner shows that only 6% of chief sales officers say they are confident their companies will meet or exceed growth targets. With numbers like that, it’s no surprise many CSOs lay awake at night thinking about ways that they can jumpstart growth at their companies.
The answer for most companies is creating a business growth strategy. We all know that putting one together is incredibly important if we want our companies to scale. But we also know that it can be a drain on our limited resources. The process often takes much longer than we anticipated, monopolizing the time of staffers who have other pressing responsibilities. And they often cost far more than anticipated. That’s why sales growth strategies often end up moving lower on the priority list. Recent research shows that only about 8% of leaders report that can successfully implement long-term strategies.
In today’s business climate, it’s hard to overstate the importance of having a growth strategy. Because the market is changing, B2B companies need to change as well. To stay on top of these developments, companies need to completely rethink the way that they train, manage, and support their sales teams. One of the best ways to accomplish this is putting together an effective business growth plan. It ensures that everyone on your team understands your long-term goals and is working together to accomplish them. And it provides a common language so that different departments can effectively communicate with each other.
You don’t have to go it alone. For help in creating the most effective growth strategy frameworks, the go-to company is Winning by Design. The leader in accelerating and optimizing recurring revenue for B2B organizations, Winning by Design helps companies of all sizes come up with sales growth strategies tailored for their specific needs. Our customers say that when it comes to putting together a growth strategy in strategic management, they rely on Winning by Design. Fabian Mendoza, Regional Manager at Fracctal, said that the advice his team received about sales growth strategy was invaluable. “It didn’t just help to greatly improve our way of selling,” he said. “We have had growth in productivity and closings.”
How does it work? Using scientific methodologies, our revenue architects provide you with growth strategy examples and share playbooks proven to enable recurring revenue teams to achieve sustainable growth. All of this is backed up by our research on trends in the business world that keep you ahead of the curve. Robert Sharp, Head of Global Sales for Red Giant, said the training was a game-changer. “We now have a cutting-edge sales strategy and process,” he said. “The strategy and process were implemented immediately with WbD’s help and is now the leading revenue growth generator for the company.”
Growth Strategies in Business
When you search online for information on sales strategies, you can’t help but notice how many people are asking questions like: “What are the four major growth strategies?” Books promising to reveal the five business growth strategies for improving sales top the best-seller lists. People are clearly interested in ways to reach their sales goals by adopting these strategies. But the truth is that sales growth strategies in business aren’t a one-size-fits-all proposition. A strategy that works for one company might not work at all for another, even if both are in the same industry, are selling the same type of product or service, or are targeting the same customer base.
We have to put more work into our sales growth strategies because the way we do business is constantly changing. The rise of the recurring revenue model is a great example of this. Under the traditional sales model, the goal of the sales team was to get the customer to sign on the dotted line. But with the recurring revenue model, up to 93% of the lifetime value that we get from a customer happens after the initial deal. That means the goal is no longer just to close the deal, it’s to make sure you develop a long-term relationship with a customer.
On top of that, the way that customers approach a purchase is also evolving. Research shows that customers are already more than two-thirds of the way through their buying journey before they reach out to potential suppliers. They haven’t cut sales reps out of the process entirely, but they have begun relying much more on research that they conduct both online and offline. Ratings websites get a lot of attention from buyers these days. Recommendations from colleagues also figure prominently into the decision-making process. So where do the sales reps come in? According to research from Gartner, only 17% of the buying process actually involves meeting with sales reps. And each rep only gets maybe 5% of their time. That doesn’t give them much time to make an impression.
What does all this mean? It’s harder for your sales team to get their foot in the door because there’s so much more information available out there these days. Your entire revenue team needs to step up its game. The marketing team should focus on getting potential customers engaged as early as possible. (According to a Edelman study, about half of all decision-makers reported that great content influences their purchasing decisions.) Sales teams need to make sure they don’t come across as too hungry for a sale. Because customers like to make up their own minds, the best strategy is to be a trusted advisor. Take the time to understand their situation, figure out their pain points, and help them find a solution.
When it comes to growth strategies in marketing, Winning by Design is a proven leader in the field. Consultations with our team of Revenue Architects provide you with plenty of examples of business growth strategies designed to help your company scale. That gives your sales reps the skills they need to succeed. “Selling to highly educated customers — often committees of highly educated people — can make the diagnosis and everything that follows very difficult,” said Account Manager Christen Pruitt. “Winning by Design’s methods allow me to uncover customer pains quicker and clearer, which eases the sales process.”
Growth Strategies with Examples
When putting together a sales growth plan, the key is understanding where your company needs to focus its attention. Take a long look at what parts of the sales process might need improvement. Does your marketing department need to produce better content? Is the business development department identifying the right prospects? Is everyone on your sales team meeting their goals? Because so much growth comes from existing companies, it’s important not to overlook the customer success team. Are they helping your customers achieve the impact that they are looking for?
It’s often difficult to spot these types of issues without help from an outside company. You can read through sales growth strategy templates or watch videos of sales growth strategy presentations, but it’s not the same as bringing in experts who can take a look at your current process and identify potential problems. That’s why more than 600 companies, including some of the largest in the world, have turned to Winning by Design for growth plan examples. Our proven track record is why we have been ranked among the companies achieving “spectacular growth” on the Inc. 5000 list for the second year in a row.
If you want examples of companies with effective growth strategies, look at Winning by Design’s work with Logi Analytics. The computer software company wanted to streamline its process as it prepared to release a new version of its product. It turned to Winning by Design, which analyzed its go-to-market plan and uncovered a few process gaps and some skills deficiencies on its team. By refining its sales process, instituting new process playbooks, and initiating innovative “growth pods” for its team, Logi Analytics was able to align all of its customer-facing teams. The result was more than doubling its close rate.
Another growth strategy example would be the work management platform Asana, which recognized that its siloed structure, lack of a consistent sales methodology, and gaps in skills were keeping it from achieving its next phase of growth. CRO Oliver Jay turned to Winning by Design to help build a strong foundation as it prepared for an IPO.
With the right methodologies in place, sales reps had a clear sales process to follow, learned how to use their time more efficiently, and learned new skills to fill their knowledge gaps. Sales managers learned how to create a coaching environment across the sales floor. These foundations provided Asana’s revenue team with consistent language and process that allowed all of its members to work toward the same goal. The company was prepared to meet — and exceed — the growth expectations it would have as a public company
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