{"id":122,"date":"2012-09-04T11:02:36","date_gmt":"2012-09-04T15:02:36","guid":{"rendered":"http:\/\/blog.markkirkwood.com\/?p=122"},"modified":"2013-06-03T23:11:55","modified_gmt":"2013-06-04T03:11:55","slug":"revenue-growth-the-main-areas-of-improvement-to-focus-on","status":"publish","type":"post","link":"https:\/\/blog.markkirkwood.com\/?p=122","title":{"rendered":"Revenue growth&#8230;"},"content":{"rendered":"<p>The main areas of improvement to focus on:<\/p>\n<ul>\n<li>customer segmentation [employ matching]<\/li>\n<li>salesforce effectiveness [view sales as an &#8220;<a title=\"opportunity cost\" href=\"http:\/\/en.wikipedia.org\/wiki\/Opportunity_cost\">opportunity cost<\/a>&#8220;]<\/li>\n<li>pricing<\/li>\n<li>go-to-market approach [direct v. channel partners]<\/li>\n<li>cross-selling [it is usually the lowest-cost alternative]<\/li>\n<li>customer retention [insure said via policies, activities, etc.]<\/li>\n<\/ul>\n<p><strong>(repco)<\/strong><\/p>\n<p>And, for margin improvement:<\/p>\n<p>How to drive significant top-line revenue growth from the current customer base. Ask and answer these important questions:<\/p>\n<ul>\n<li>Is there an effective pricing strategy in place today?<\/li>\n<li>Have we properly segmented our customer base to differentiate pricing based on buying behaviors [STP, or <span style=\"text-decoration: underline;\">S<\/span>egment, <span style=\"text-decoration: underline;\">T<\/span>arget &amp; <span style=\"text-decoration: underline;\">P<\/span>osition]?<\/li>\n<li>Are customers that destroy margin effectively managed?<\/li>\n<li>Is the sales team allocating resources to the highest value customers?<\/li>\n<li>Does our sales team have the right process and structure in place to capture pricing opportunities?<\/li>\n<li>Are pricing controls in place to monitor pricing and provide the appropriate oversight?<\/li>\n<li>Are the right metrics tracked aggressively to objectively determine performance in the market against competitors and resulting margins?<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>The main areas of improvement to focus on: customer segmentation [employ matching] salesforce effectiveness [view sales as an &#8220;opportunity cost&#8220;] pricing go-to-market approach [direct v. channel partners] cross-selling [it is usually the lowest-cost alternative] customer retention [insure said via policies, activities, etc.] (repco) And, for margin improvement: How to drive significant top-line revenue growth from [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center 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