Speakers: Bryan Adams | Matt Sharrers, SBI
Co-founder and Managing Partner of Integrity Marketing Group illustrates how to create clarity throughout the entire company by getting everyone laser-focused on the real drivers of revenue growth.

Bryan-Adams-Integrity-Marketing-Group

 

Joining us for today’s show is Bryan Adams, the co-founder and Managing Partner for Integrity Marketing Group. Matt and Bryan use the How to Make Your Number in 2018 Workbook to share emerging best practices. Access the latest Workbook and flip to the Objectives Phase of the Corporate Strategy section, found on pages 40-47.

 

Today we are going to demonstrate how to create clarity throughout the entire company by getting everyone laser-focused on the real drivers of revenue growth.

 

Why this topic? Organizations that have too many objectives and priorities have none. They risk accomplishing nothing of significance. A CEO’s strategy often goes unexecuted because the sales, marketing, and product leaders are in their silos pursuing what they feel is important. This causes strategic misalignment and results in subpar revenue growth.

 

Bryan is an executive leader who rose through the corporate ranks as one of the youngest VP’s in his industry, and then, as an entrepreneur, started his own thriving business. Bryan is an expert on building, growing, and scaling a business. 

 

In the first segment of the program (6:18) Bryan shares the top goals of his business and the greatest challenges they face. He explains (8:03) how different types of growth earn different returns on capital, revealing that not all growth is equally value-creating. And, he walks us through (9:23) the process of converting revenue growth into a proportional growth in cash flows.

 

Watch as Bryan describes (12:57) the three sources of revenue growth: Market Expansion, Market Exposure, and Market Share Performance. Bryan reviews each source and how it applies to his business, in order to understand the drivers of revenue growth.

 

We wrap up the show (26:48) by discussing what strategic trade-off decisions should be made to prioritize long-term value creation. And Bryan discloses his willingness to forgo short-term profits to earn better return for shareholders (27:00) in the long-term.

 

Have expectations gone up and left you wondering if you have the right strategies to support your revenue growth goals? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate your Sales Strategy against SBI’s emerging best practices to find out if:

 

  • Your revenue goal is realistic
  • You will earn your bonus
  • You are set-up for success in 2018

     

Sales Revenue Growth

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 joining SBI in 2009, Matt spent eleven years leading sales and marketing team 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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