Raise Revenue

Each salesperson identifies one priority: a prospect in a buying stage. The focus can also be a client to grow or a referral to gain. We start by using rapid innovation to provoke progress fast. You work, not just listen. Mark continues to embed in weekly, work scrums of four people or fewer for an hour (also over Zoom). Even cross-functional teams may share a priority. Each person begins a new focus the following quarter. The five steps come from a study of 2-million, award-winning pivots & 4,000 client wins.

Who Should Participate

• Sales, marketing, and support
• Cross-functional teams and leaders
• Six to 600 people (more for speeches)
• Revenue leaders from any industry
• Business development and advisors

What Participants Gain

• Immediate impact on results
• Over 100 ideas to progress prospects
• Ways to converge on top possibilities
• Personal goals to raise results
• Deep, personal insights on selling

Prospect Stages

1. Learning needs to be attracted.
2. Epiphany comes with challenging ideas.
3. Benchmark conversations rank firms.
4. Requirements shift for differentiators.
5. Selection finalists orchestrate uniqueness.
6. Growth for clients can mean referrals.
7. Cases must demonstrate differentiators.
8. Consensus is social and emotion.

​Examples

1. Finance advisor got first key meeting.
2. CEO rethought transformation as pivot.
3. Advisor won benchmark with reference.
4. Broker got true differentiator in RFP.
5. HSA VP directs broadway-worthy win.
6. Banker meets new prospect with client.
7. VP preempts "me-too" by competitors.
8. Rep surrounds contact with support.​

Pick a date and a venue and the rest is straightforward!

Teams to Engage

Revenue Teams​

Raise sales results. Ramp prospecting & referrals. Get prospects face-face. Imbed Mark in your sales & marketing teams for a "discovery on steroids." Mark bonds with clients too! Include these:
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- Sales, leaders, marketing & bus. dev.
- Prospects pursuing innovation
- Clients who should be growing
- Former clients you need back

Technology Engineering

IT pros eased integration of A/R for a large acquisition, saving $500,000+. An IT team of a multi-billion-dollar firm course corrected app dev. Engineers saved $100,000 in a day. Invite these:
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- Technologists in sales support & IT
- Software developers & engineers
- Apps experts aspiring to better serve​
- Clients & staff that collaborate often

Operating Teams

Top teams innovate to streamline throughput. Mark has doubled sales, saved hundreds of thousands, simplified process, raised service & created millions in profit at top brands. Invite:

- Leaders wanting to improve coaching
- Financial pros aspiring to advise better
- Ops teams optimizing constraints
- Purchasing seeking to improve COGS

 

The Breakthrough ​Process

1. Pick a priority for each person to improve.
2. Use five jobs of award-winning innovators.
3. Gain 100 breakthrough ideas.
4. Converge on two synergies to raise results.
5. Achieve great wins (see e-guide).