For the past 14 years in Houston, we have been researching and executing how to use analytics to grow revenue by focusing on the sales and marketing process.
In many markets, we use these capabilities to improve businesses and product lines by getting more from existing sales channels or finding new things to sell. Both result in what we are looking for which is top-line revenue growth. These markets include Aviation, Energy, Travel and Hospitality and Software.
Examples of key metrics
- Pipeline assessment and recommendation
- Customer potential
- Marketing return on investment (MROI)
Proven Growth Processes
- Sales Sprint - Focused selling on a defined set of customers with targeted offer and pitch.
- Sales Lab - Using feedback and metrics to test the effectiveness of a sales program.
- Pipeline Indicators - Regular review of the leading growth indicators from text analysis of sales notes to opportunity velocity.