Throughout this past week, there has an overwhelming interest in the concept of going “back to base”. During these uncertain times, your most significant opportunity for revenue growth is through retention. How will you create more value for your existing customers?

 

Here are 3 things to keep in mind going into this week:

 

  1. Implement a zero-based segmentation model to have clarity on what your new customer landscape is.
  2. Understand the new market problems your customers are having.
  3. Reimagine your pricing and packaging of current offers to accommodate these new hurdles.

     

Lead this week with confidence to not only protect but also strengthen your greatest asset, your customer base.

 

SBI is committed to helping you:

 

  • Connect with your community – Whether you’re a CEO or leader in sales, marketing, or customer success, you have a community of peers going through the same challenges. Lean on them and share ideas.
  • Take action – This situation is unpredictable, but there are decisions you have to make now. Watch the webinar replay that hundreds of business leaders joined to hear immediate actions that mitigate COVID-19’s impact on sales, marketing, and customer success.
  • Stay agile – As the situation unfolds and best practices evolve, we will add new resources on our website and LinkedIn group. Get quick answers to your specific questions from our Revenue Growth Help Desk.

     

As always, we are here to help as you try and make your number.

 

ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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