How to unlock a Gold Mine

Are you finding sales growth
more challenging?

Nearly 90% of midsize global businesses (100 to 999 employees) experienced growth that wasn't in line with their plans last year.

Sales growth in the USA and other larger economy countries
has become increasingly challenging with the declining growth of GDP.
(USA chart attached)

Overall global GDP is predicted to grow at approx. 2.5% thru 2017.

Many companies are attempting to offset the slow domestic growth with further expansion of their international sales efforts.

An expansion strategy of international and emerging markets can provide excellent opportunities.

At the same time this approach typically requires a deep understanding of the costs and challenges in the respective geographical areas.

A strong digital marketing program with ongoing investment and refinement is a critical part of the sales growth strategy in most companies today.

The sales growth opportunities related to effective utilization of data has made CRM
a strategic core investment for many companies. In fact the CRM software market is growing at a double digit rate and has reached $26 billion in annual sales.

Sales growth continues to be one of the key factors influencing the 40,000 plus M&A deals occurring worldwide each year.

Companies actively involved in M&A typically enjoy an 8% t0 23% higher top end growth rate in a 5 year period as compared to companies who do not make acquisitions.

remains very challenging.

Many companies understand the previously outlined strategies as effective ways to grow sales.
In my experience the lesser known approach and
missed opportunities are those requiring mining below the surface. These opportunities require a more granular understanding and process discipline.

Beyond the CRM system, how deeply are you mining and using your customer data?

Do you have resources
utilizing data to pursue micro-markets or other data driven sales growth
strategies?

Do you have a review process to
examine and act upon
future trends
and forecasts?

The combination of customer data, micro-marketing strategy and a future trend evaluation process, can provide excellent sales growth opportunities.
A personal utilization of this strategy resulted in multi-million dollar sales growth and repeat business of wire products to the energy industry.

Have you aligned your sales, marketing, service and technical resources into a cohesive team?
Companies who optimize this approach have realized significant benefits with growth of annual revenue, improved customer engagement, increased brand awareness and other performance improvement.

.

Are your customers appropriately
involved in your product
development?
Do you have a process to capture and follow up on customer insight?

Multi-discipline functional alignment and capturing customer input has brought tremendous value to the teams I have assisted.
One example was the development of customer inspired features for a series of connectors products. The new designs resulted in a 20% sales growth of a multi-million dollar mature product line.

Customer service is more critical today than ever to growing sales. What is your customer service strategy?

Do you truly understand what customers think of your service level?

80% of companies have the self assessment that they provide good or excellent service.

Less than 10% of
customers agree with this assessment.

Are you offering customers product or solutions?
I assisted one of our teams on the development of additional services - solutions related to utilizing
strain gages for force measurement.
The result was multi-million dollar sales growth along with market expansion in the medical, fitness and other industries.

Did you know there is a 60-70% probability of selling to an existing customer, as compared to 5-20% probability of
selling to a new prospect.

Are you being proactive in your customer service?
Do you have opportunities in the
pre-purchase phase,
the purchase
and post purchase phases?

My experience has demonstrated time and time again, a customer service focused team with the right tools and support, can provide sales growth and increased profits in virtually any company.

grow sales?

If you are having
challenges moving your business to the next level,
contact
Ferguson Global Consulting.
We bring success into focus in today's changing world.

FGC's expertise includes

• Sales Growth and Business Development
• Product Development
• Manufacturing Transformation
• Supply Chain Enhancement
• Talent Development and Recruitment
• M&A Due Diligence and Integration
• Global Expansion and Scale Up

Ferguson Global Consulting
jferguson@fergconsult.com
856 981 8253

FGC is led by Jim Ferguson, he has helped organizations across the globe grow sales and increase profits, along with building excellent high performance teams.
His contributions to Omega Engineering (omega.com) and the affiliated companies helped them achieve new levels of success including the $475 million sale of the organization.