Module 3
Winning New Customers
This module concentrates on the organization’s strategies for identifying potential customers and fast-tracking their conversion. Recognizing that new customer acquisition is a vital aspect of business expansion, it evaluates the organization’s methodology for pinpointing its target market and sweet spot. The module assesses the clarity of the organization’s defined target market, the realism of its new business goals and targets, and the effectiveness of its lead generation process.
Hosted by
Alan Crowther
Who is this course for?
Customer-centric B2B commercial executives with a revenue growth agenda.
What You’ll get
- Expert Training: Each module delivers in-depth training from an industry expert, who brings a wealth of experience in coaching commercial leaders one-on-one to drive significant revenue growth.
- Tried & Trusted Tools: We equip you with a suite of tried and proven tools that you can use during the course and seamlessly integrate into your organization for immediate impact.
- Practical Implementation & Mentorship: Our lead mentor, Alan, will guide you in translating theory into practice. Apply your newly acquired skills directly into your business operations to steer your company towards sustained revenue growth.
- Visible Results & Application:Experience visible outcomes as you put your new knowledge into action throughout the course. This program is designed to ensure you can apply your skills effectively and see immediate results in your organization.
The module is broken down into
3 key areas:
The module is broken down into 3 key areas:
understanding the opportunity
We recognize that acquiring new customers is crucial for business growth. Before we rush into finding leads and driving sales activity we must be ruthless in identifying the appropriate target market and associated sweet spots to ensure we maximize our chances of success. As part of this exercise, we want to also be able to quantify the size of the prize and set realistic goals.
Tools & Templates:
- New Business Sales Calculator
- Landscape Segmentation Model
- Prospect Criteria Tool
planning to sell
We should consider the task of acquiring customers as a systematic, controlled process that is managed to a drumbeat of sales activities. As leaders, we need to deploy clear guidance on what, and how we sell to our customers. This will optimize our use of resources and improve our chances of success.
Tools & Templates:
- Customer Pains & Gains Planner
- Rainmaker Planner
- Playbook (and Playbook Planner)*
qualifying the pipeline
As an executive leadership, we need to put in place a simple method of objectively qualifying opportunities in the pipeline to ensure we accelerate deals and, most importantly, qualify out wasteful prospects. This will ensure we apply science (and not just art) in the assessment of customer deals.
Tools & Templates:
- Executive Prospect Qualification Tool
NEXT STEPS
If you’re interested in participating in one or all of the Revenue Accelerator Modules, please get in touch and we’ll find a cohort date that works for you.
Other Modules:
Module 1:
Optimizing the Organization
This module focuses on developing a growth-oriented, ‘fit for purpose’ operating model that optimizes customer-facing interactions. It’s designed to evaluate your current organizational structure and capacity, assessing their adequacy in reaching your business goals. We delve into an analysis of your team’s capabilities and available resources. Additionally, we scrutinize your current operating mode’s suitability for the organization and pinpoint any strategic gaps.
Module 2:
Retaining & Growing Customers
This module emphasizes the importance of customer engagement and satisfaction for long-term profitability. It assesses the organization’s capability to maintain robust client relationships, minimize attrition, and leverage upselling or cross-selling opportunities. The evaluation process involves understanding how well the company delivers value to its customers and identifies potential avenues for revenue expansion.
Module 4:
Leadership and Control
This module centers on improving the organization’s leadership and management effectiveness, especially in maintaining transparency, control, and customer-centric leadership. It acknowledges the pivotal role that effective leadership plays in business success, evaluating leaders’ engagement with customers and alignment of commercial goals with the business strategy. The assessment process involves gauging whether leaders possess a clear comprehension of the customer journey, have established specific commercial goals in line with the business strategy, and are proactively engaging with customers.
Ready to Accelerate Revenue Growth?
Take the Revenue Growth Scorecard.
Identify your areas of strength and weakness in the 4 cornerstones of revenue growth.