Growth Planning and Execution

Business growth is compulsory and this we don’t say because it sounds heroic but because of what we have experienced in over 10 years of consulting businesses, training more than 10000 business owners across India

If you don’t grow and add new clients continuously, someone who wants to grow will exhaust his prospecting list and cut into your clients, pulling them away from you, leaving you and your business in a bad state.

Business is a race and the one who identifies the prospect first, reaches them each time they have a need, talks to them about exactly what they want and cracks the deal, will be the Champion.

You are here reading this tells us, you are hungry for growth and are not amongst the ones who keep waiting for luck or keep blaming the market and people and everything under the sun and moon. You are ready to learn, execute and sweat it out to get the luck to come to you.

We are therefore excited to have you on our site. We have very strong, tried & tested, logical & practical, ‘miss nothing’ methods to get your business to become a growth machine.

Go right on and find 5 ways in which we can help you

1 Business Modelling Workshop

Business modelling is a world class method to design business for growth.

We see business owners do three things when it comes to business growth planning:

Discuss endlessly to come-up with a discounting/credit period offer to lure customers.
Look out for a superman sales guy, who they think, will magically solve all their problems
Conclude the market is saturated and that there is nothing much that can be done.

Champions don’t discuss things without a structure, they value time and precision and prefer to keep the discussions pointed and result oriented. Business modelling helps you do just that. It’s a scientific way to design for growth without missing out on any area of business.

And therefore, design a blue-print of how things must work within your organization to provide what your customer is asking for.

Now you designing this blue-print with what you know is not enough. So, we help you with parameters to validate your assumption and a simple yet powerful calculation to discover how good your growth blueprint is.

Listen to what our customer had to say after business modelling session:

Business Modelling workshop helps you get all the pieces of business together

Customer types

Set focus customer groups by identifying and bucketing your customers in different distinct categories, for e.g. industry, region, nature, preferences, tastes, spending capacity, habits etc.

Value you offer

We don’t mean discounts or credits but identifying the value your product/service adds to your customer’s life. What pain does it resolve? Why should your customer buy from you?

Key areas of your business operations

Figure type of resources and partners required to have your offer delivered to your focus customer segments with specific approaches

Finance

The core purpose of a business is to make profits. Is your business model sizing relevant costs well to generate expected revenues?

Business modelling is a method that will help you get absolute clarity on the following

Who to sell?
What to sell?
How much to sell?
and when?

Costs both fixed and variable-
When will you incur them?

Revenue –
How much you will make?
From what source?
And when?

How do we offer this?

Offer

Workshop: 1 Day (6 Hours)
Format to plan your financial projections
Follow-up Sessions: 2 (2 Hours each)

Who must attend

Business owners/Business Partners
Leadership team
Head of departments

Venue

For 5 or less than 5 participants: Office Corporate Office
For more than 5 participants: Venue must be booked by client

Are you ready for it?

Congratulations! People who take quick decisions have 90% chance of success because making decisions is what helps you move forward, not over analysis.

Want to know if business modeling is right for you? Click here, answer a few questions and get a free advise.

2 Statistical Sales Planning

Sales is an art of helping the prospect in decision making with respect to your product or service.

You get the maximum benefit when you are able to reach maximum number of people in the limited time you have. In fact, reach the right kind of people and with the right product.

There are only 4 ways to grow the business:

Market Penetration:

Sell more of your product to the existing customer type Here, you know the demand is high and supply is short and you are using the existing relationship with your customer and existing knowledge of the product.

Market Development:

Sell the same product to another customer type
Here, you are entering a new market where you see your product/service is in demand but no one or very few are supplying. This you do when your existing market is getting saturated.

Product Development:

Sell more of your product to the existing customer type
Here, you introduce a new product by learning about newer needs of your existing customer. This you do again because the demand for the existing product is less or equal to the supply in the market.

Diversify

Sell a new product to the new customer type
Here, you introduce a new product in a new market whilst using the existing connections and business acumen you have gathered over the years. You would do this if the above three strategies are not possible.

Statistical sales planning is an exercise that identifies using your past sales data on what you must sell, to who and how much. One may argue that trends in industry keep changing and therefore this method may not apply. The truth is, ‘Trends’ never change suddenly. They gradually move up or down and statistics capture this movement.

With statistical sales planning you get the following:

Sales targets

Product wise
Territory wise
Customer type wise
Sales person wise

Prospecting activity targets

Tele-calling
-No. of calls
-No. of meetings
Beat Planning
-No of cold visits
-No of old customer visits
Marketing
– Keep in touch plan

Statistical Sales Planning and Business Modelling done together become a lethal combination and brings the power of strategic execution in play.

See the sample snapshots of Statistical Sales Planning output

Think statistical sales planning is what gets your organization's growth guns firing?

3 Sales Training

You planned it perfectly, executed the plan well and reached the last mile too. Now comes the sales pitch. A place where the rubber meets the road.

Now is the time to articulate the value your product will bring and this communication will decide if your plan will hit the nail or miss it.

Every sales conversation must not be a sales conversation but must do what sales is supposed to do.

Confused? Allow us to explain

No one likes to be sold but people like to purchase. Sales conversations are just that; a conversation where you help the buyer make the best buy. It’s not about being cheeky or hiding something. In fact, it is more of consulting the person, clearing the cobwebs and helping him make a decision. Its identifying that handshake where you have what he needs and both understand that.

Traditional sales training focuses on how you will articulate benefits, features blah and blue in a sequence to entice the prospect. Customers are way smarter these days and they have the power of information. You cannot and must not entice them.

They can search and get information on competing products and services with ease. If you follow these traditional ways to make sales, all I will say is, bookmark this page as you will need it in future, 100%!

Our sales training offers a structure which helps the prospect navigate through the information he has about competing products and services, helps him analyze pros and cons, walks him through the decision-making process and then makes the sale happen.