How to Accelerate Growth through Target Clients

Ideal Target Clients Create More Profitable Revenue  Customers who "fit" better than others consistently produce higher revenue, greater profits and more consistent satisfaction - internally and externally. This is the consequence of shorter sales cycles, less problems, more rewarding relationships, better results, and more referrals.  Do Not Try to Be All Things to All People While many leaders and professionals do not want to leave "money on the table" and feel compelled to chase every opportunity to foster growth, a study by Hinge Marketing confirms that narrowing the focus of both your services and clients improves, rather than hinders, growth.  Consider the following:  Differentiation: High Growth firms were almost three times more likely to have strong differentiators in the eyes of their customers.  Offerings: High Growth firms were 62% more likely to be highly specialized in terms of service offerings. Clients: High Growth firms were almost three times as likely to be highly specific and detailed about identifying and working with ideal target clients.  What Does that Mean for Me? If you are unclear about your ideal customers and what differentiates you (in their eyes) from your competition, then here are a few steps to consider. Remember, it is all about the customer, not about you or your "stuff." Identifying What Differentiates You Some people call this a unique value proposition (UVP) or unique selling proposition (USP). Regardless of what you call it, it is worth the time and effort to determine what specifically makes you better (from your customers' perspective) than your competition and from the other available alternatives by answering the following questions:  Why specifically (from the client's point of view) is your offering better than other alternatives?  Why do your customers fundamentally want and need what you have to offer?  What specifically do you have to ensure confidence that your claim of being better, faster or cheaper is true? (i.e. client case studies, research, testimonials and stories showing relevant and differentiated benefits and results). Be as specific, simple, and clear as possible about what sets you apart from your competition. Companies typically differentiate themselves in the areas of "better, faster, or cheaper."

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About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned

Are You Set Up to Reach Your Sales Targets?

90% of Revenue Targets Increase Each Year Nine-out-of-ten of our sales clients report their sales targets increase each year.   The Majority of Sales Reps Have Low Conviction Levels While ninety percent of sales targets will increase next year, the majority of sales reps do not believe that their sales targets (and thereby their potential rewards) are clear, relevant, meaningful, fair or possible based upon the current sales strategy, sales culture or sales talent. The Good News Strategic sales clarity accounts for 31% of the difference between high and low performing sales teams and can double sales force commitment and conviction levels once target clients, differentiation, strategies, goals, roles and success metrics are defined. The Bad News Not enough sales leaders invest the time and thinking required to help their sales teams move from selling a product to selling a business solution. The Bottom Line Winning sales teams: Create go-to-market sales clarity by ensuring all key stakeholders clearly understand and commit to a winning go-to-market sales strategy that can be  consistently implemented throughout the organization.  Build aligned and high performance sales cultures by ensuring their teams clearly understand what is expected and how that behavior drives the sales strategy forward. Differentiate top sales talent by ensuring they attract, develop, engage and retain top sales talent. If you would like to know how your sales practices stack up for high growth, this Sales Best Practices Health Check is for you. Want to see how you are doing?

Benchmark Your Sales Practices Now

About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned