This article is reprinted, with the author Bob Apollo’s permission, from the WittyParrot “My Best Tip for Sales Success” eBook published in May 2015.
For most of the organisations we work with, the rate at which they win new business is a critical success factor – & many of them are venting their frustration at their inability to acquire new customers fast enough.
It typically transpires that they have been trying to achieve this critical strategic objective with a set of loosely coupled tactical activities. If there is one piece of advice that I’d offer to any ambitious organisation wanting to accelerate sales growth, it is this:
If increasing the rate at which you win new business is key to your success in 2015, you need to implement a systematic, well-thought out strategic framework for customer acquisition – tactical initiatives will not deliver the results you are looking for.
This cross-functional strategic framework must embrace both your sales and marketing operations, and clearly define who your most valuable customers are, what is important to them, how and why they choose to buy, & how you intend to stand out from the pack.
Will the effort be worth it? Organisations with a strategic customer acquisition framework grow their revenues more than 40% faster than those who don’t. That feels like a worthwhile return on investment.
About Bob Apollo
Bob Apollo is the founder & CEO of Inflexion-Point Strategy Partners, the UK-based sales & marketing performance improvement specialists. Following a successful corporate career with some of the leading technology brands, Bob is now working with many of today’s most promising B2B-focused expansion-stage technology businesses helping them to systematically realise their revenue potential.