Supercharge Revenue Generation in 2012

Super Charge Your Revenue Generation goal for 2012 with new thought on developing your marketing and sales strategy. Start off the new year by getting your strategic sales performance plan ironed out in December.

Key to increase sales, marketing and business planning success is the discipline of putting "Strategy Before Tactics." It is based on the idea that it is easy to grab the idea of the week as a marketing strategy. Right or wrong, many business owners are absolutely the worst at this because they're doing a hundred things.

What's hot this week becomes the marketing plan - Google's got a hot new app - Facebook's look and feel has changed - LinkedIn is gaining readership - a Seminar Speaker bragged about his millions make on Twitter. Sounds like SunTzu,( Art of War), was looking into the future when he said,

"Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat."

Increase Sales by Narrowing Your Focus

Increase revenue generation by Narrowing your focus is one of two basic elements in today's strategic revenue generation planning. Essentially you do a critical look at your customers to develop a profile of your best revenue generation producers. The trick is to discover what that ideal client looks like in the most specific way possible and then go about building an entire sales strategy around attracting more of these.

Applying the 5 steps below to your current client base will tell more about your true ideal client than any marketing class or book ever will.

1. Find your most profitable clients. Make sure this is first.
2. From the above group, identify those that refer. Referral customers love you.
3. From that even smaller group, find common demographic characteristics.
4. Take the time now to understand the behavior that makes them ideal.
5. Draw a fully developed biographical sketch to use as a marketing guide.

In order to Increase Sales Find Your Differentiator

Second basic is finding your differentiator. This an exercise in listening. Listen to your customers for what they think makes your firm special to them. A word of caution: It is easy to look for justification for what you think makes your company special - NOT. Good service, fair pricing, on time delivery do not differentiate you from the rest of the world.

In your survey of your focus accounts, ask open ended questions about their "customer experience" with you. If your customer simply tells you that you provide great service, then push a bit with questions such as:

• What does good service look like?
• Tell me a story, or tell me a time when we provided good service. 
• What did that entail?

Organizations absolutely must find or create, as part of their strategy to increase revenue, a way to differentiate their business from all the other businesses that claim to do the same thing. Combine this with a narrow focus and you're off to the sales races poised to win. To find out more ways to increase revenue by improving your revenue generation process contact Devcom.

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