What is your organization’s revenue growth strategy? How will you grow faster than both your industry and competition? SBI recently spoke with Mark Lenhard, senior vice president of strategy and growth at Magento Commerce. Watch as Mark discusses his revenue growth strategy. He’ll explain how he grows faster than the industry growth rate, and faster than his competitors.

 

Magento provides a digital commerce solution to 250,000 companies, and was recently spun out of eBay. Mark is responsible for helping Magento’s leadership develop and execute the company’s multi-year strategy. He also has experience leading and shaping strategy at Morgan Chase and PayPal. His experience brings valuable insight into how to increase revenue.

 

In the first part of the show, Mark will discuss his company’s revenue growth relative to their industry. He dives into how to analyze the industry, its customer, and the driving demand behind the growth strategy. He will detail the critical success factors to growing faster than your industry.  

 

Next, Mark explores the three forms of strategy development advantage: product differentiation, cost and customer experience. We will explain the definition of each. And discuss how to choose the correct one to set yourself apart from your competition.

 

In our last segment, Mark will wrap up the show by sharing three key tips with our audience. These are actions companies can take immediately to increase revenue growth.

 

Understanding how to grow revenue faster the industry and the competition is difficult. Begin by determining your strengths, and aligning these with your strategy. Communication is also key. Your revenue growth strategy must trickle down throughout the organization. Mark has been able to successfully do this at several large organizations. Watch as he discusses how to develop and execute your revenue growth strategy. His insights will help you grow faster than both your industry, and competition.

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.
Learn more about Greg Alexander >

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

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Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

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Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

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