3 Ways to Increase Your Revenue
Published on Nov 20, 2015
3 Ways to Increase the Revenue of a B2B Sales Consulting Firm Without Adding New Customers
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PRESENTATION OUTLINE
3 Ways to Increase Your Revenue
Without Adding More Customers
1. Grow Your Key Accounts
Focus on your top spending customers, also known as key accounts. Take some time to conduct a needs analysis and discover new needs and challenges. These needs often lead to opportunities to sell additional services and B2B sales training resources in the upcoming year.
2. Minimize Key Account Attrition
Let your key accounts know you care, and prevent them from going away. Keep in mind, your key accounts are your competitors' best prospects!
3. Upsell Small Spending Accounts
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Usually about 25% of a firms small spending customers—also known as secondary accounts—have the ability to spend like a key account. Identifying these internal prospects is the first step to an upsell… conducting a needs analysis is step two.
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The nice thing about these three avenues to growth is they all involve dealing with existing customers so the sales cycle should be shorter than converting a new business prospect who does not know you. The common component to each of these opportunities is a needs analysis that leads to customer needs.
Needs surface quicker when the needs analysis process includes the following:
1. Rapport building to break the ice
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4. Analysis of the Assignment
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5. Contracting for Next Steps in the Sales Process
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The ball is in your court to improve the revenue of your firm. For more tips, download 8 Ways to Grow Your B2B Sales Consulting Business
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