podcast | March 27, 2017
How to Grow Faster Than Your Market and Competitors
Joining us for today’s show is a Chief Executive Officer and his sales executive team who know a thing or two about generating revenue growth. We are going to discuss how to grow above the industry average while maintaining profitability. This is hard to do and requires corporate objectives that provide clarity throughout the entire company by getting everyone laser-focused on the real drivers of revenue growth.
Today’s topic is focused on corporate objectives and we are going to demonstrate how to interlock the CEO’s corporate strategy with the sales leader’s sales strategy. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 to access a revenue growth methodology to hit your number quarter after quarter, and year after year.
Helping me with our demonstration is the Chief Executive Office and the top sales leaders at BeyondTrust. This team is investing in growth and has a lot to share. Kevin Hickey is our CEO here today. Joining Kevin is his sales leadership team. Brendan Evers is the Senior Vice President of Sales in the Americas, and Brent Thurrell Vice President of EMEA & APAC. If you prefer to watch the interview in high definition video on SBI TV, click here.
Why this topic? Growing top line revenue is hard to do and at times, we make it harder than it needs to be when the CEO and sales leader are not on the same page. By interlocking the corporate and sales strategy, we can unlock trapped revenue growth.
Kevin and his team are uniquely qualified to speak on this topic having grown faster than their industry and competitors the last three years. BeyondTrust is in the highly competitive cyber security space which makes their growth record impressive. To give you context for this use case, BeyondTrust provides privilege account management, which has to do with identities, passwords and credentials.
BeyondTrust’s main competitive advantage customer experience and delighting customers through hiring high quality employees and putting them in a position to succeed. While product is the foundation, it’s the people in your company that make are delivering the services and making sure customers fully understand what BeyondTrust products can do and how they can help them in the marketplace.
In segment one of the show Kevin describes his corporate strategy to grow faster than the industry and the competition. The security markets Kevin competes in is highly competitive. With a strong product, the competitive advantage is the customer experience. Listen as the sales leaders respond with how they go to market through both direct and an indirect sales channels.
Enjoy this rare opportunity to hear a CEO articulate his growth goals followed by the executive sales leadership team describing how they are going to accomplish those goals. Kevin outlines aggressive growth goals in a highly competitive market, listen as Greg asks Brendan and Brent if those goals are realistic. Listen to the exchange and hear first hand a CEO who knows how to interlock the corporate objectives with the sales strategy.
Would you like help interlocking your corporate objectives with the sales strategy? Come see me in Dallas at The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. A visit to The Studio typically results in getting three months of work done in three days. The immersive sessions accelerate everything, dramatically reducing the time it takes to diagnose a problem, develop a solution, and create an implementation plan.
© 2017 Sales Benchmark Index (SBI)
A Business Strategy Consulting Company
2021 McKinney Avenue, Suite 550
Dallas, TX 75201
© 2018 Sales Benchmark Index (SBI), B.V.
A Business Strategy Consulting Company
Cornelis Troostsraat 29
Amsterdam, The Netherlands