Some interesting insights we came across recently from Dr Tom McKaskill, an expert on high growth businesses.
“Research into high growth businesses has shown that they typically spend more on selling than marketing, focus on creating excellent customer experiences and generate a significant part of their new sales through referrals. (…) The lesson here is obvious – to what extent are you working your current customer base and what is the untapped potential under your nose?”
He also points out the important role of relevant technologies – e.g. customer relationship management (CRM) software, sales force automation, lead tracking systems, etc – in enabling you to grow revenues and achieve long term success:
“A focused approach to revenue generation which examines systems and processes in marketing and sales will almost certainly uncover areas where improvements can be made. Many smaller businesses simply do not take advantage of the productivity tools now available for sales force management, customer relations management, or lead tracking, yet significant increases in sales force productivity can be gained with the application of technology.”
If you’re looking to maximise the growth prospects of your business, check out the many available solutions in our CRM directory. You’ll quickly get a sense of what’s available on the market – there’s no shortage of choice, that’s for sure! When you’re ready to narrow down your options to a relevant shortlist, why not submit your CRM requirements via our Get A Shortlist service? We’ll call you to discuss your needs and then match you up with 3 relevant providers. It’s a convenient and free service.
