The Sales Growth Programme

from

Harrison James Partnership

Many businesses, especially those innovation driven companies in their early years, struggle to generate the profitable, sales growth that their products and services could achieve, and they need to sustain the company

Often that is because the companies lack the sales & marketing skills and experience to fully exploit the market potential of their products & services

This frequently includes challenges such product / service positioning, customer acquisition & retention and pricing

The Harrison James Partnership Quantum Growth Programme is carefully designed to enable your business to successfully address these challenges and ensure your business achieves its full sales potential both quickly & profitably.

The Three Biggest Challenges

Positioning

  • Even the most innovative, early years companies often fail to fully understand their customers and what they want and need from the products / services you offer. Frequently, that leads to a misalignment in expectations that limits sales growth.

Customer Acquisition & Retention

  • To increase sales, you need to acquire and retain the right type of customers. However, many companies, struggle with this, often lacking the strategies and processes to ensure they manage their customer base to deliver the profitable, sales growth.

Pricing

  • Setting and achieving prices for your products / service is critically important to profitable, sales growth. Setting prices too high, in relation to perceived value to your customers, will most likely severely limit growth. Set prices too low, may generate sales, but most likely not the profits required to make your business sustainable.

The Programme

The Quantum Growth Programme is based on a series of 4 modules:

  • Module 1 – Positioning
  • Module 2 – Customer Acquisition & Retention
  • Module 3 – Pricing
  • Module 4 – Action Stations!

Each Module is tailored to the specific needs of your business to ensure maximum impact on your sales revenue growth, as quickly as possible.

Module 1 - Positioning

  • What is it?
      • Presenting your products / services / company convincingly & consistently to your target customers
  • Why is it important?
      • Aligns what you offer with your customers perceptions of what they need / want from your products / services / company
      • Don’t try to talk to the whole market - Focus your efforts
  • How to get it right
      • Understand your customers & their perceived needs
      • Understand what your competitors / alternative solution providers offer
      • Be realistic with your value proposition, don’t try to be all things to everyone – Focus !

 

Module 2 - Customer Acquisition & Retention

  • Identifying the right type of customers for your business
      • Segment the market, understand which customers offer you the scope to achieve profitable, sustainable growth as outlined in the Positioning Module
  • Acquiring new customers, efficiently & effectively
      • Deploy the Awareness / Understanding / Engagement model
      • Select the most effective & efficient tools (MARCOMs, digital marketing, direct selling) for your target customers
      • Define the appropriate channels to acquiring customers
  • Keeping the customers you want
      • Be Customer Centric in everything you do (including how you select, manage and motivate your team) – learn how to set customers’ expectations
      • Use Key Account Management tools to maximize your Share of Wallet with your most important customers
      • Use CSAT tools to monitor performance and identify opportunities to improve

 

 Module 3 - Pricing

  • Art not science
      • It’s not just spreadsheets; need to understand the customers’ perceptions of price
  • Value not cost
      • Focus on what your product / service is worth to the customer, not what it costs to make
  • A journey not a destination
      • Not “one sizes fits all”, tailor make your pricing if needed
      • “Not forever”, evolve your pricing in line with product / market life cycle

 

Module 4 - Action Stations !

  • Getting Started - no time like the present
      • Embrace the “Time Value of Money” principle
      • Harness the efforts of everyone in the business
  • Think Big
      • Set Big Highly Ambitious Goals (BiHAG)
  • What gets measured gets done
      • Use the right KPIs that will drive success (e.g. lead creation / conversion, profitability by customer, Share of Wallet for Key Account Management customers)

Real World – Hands On

The Quantum Growth Programme is based on, and driven by, the real-world experiences of the Harrison James Partnership Directors.

We leverage our well proven skills sets to design the programme to suit your business. We share our successes and failures to help you achieve your company’s maximum potential.

All aspects of The Quantum Growth Programme are delivered hands on by our directors.

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Client A testimonial
The challenge was to streamline some internal issues that were limiting our growth opportunities. Once they were identified, through clear communication and the strategic approach to putting solutions in place were really effective. We have implemented these changes and our business has doubled in the past 2 years with continued growth in the pipeline.
Client B testimonial
The business model was presented to our senior team, and this was a great visual representation to determine where on our growth curve we were as a business. This gave us the reassurance that other companies also face similar challenges when growing their business, and was a key catalyst for us proceeding. We have worked together over the past 18 months to great effect. We have had support to transform our board meetings, systemise the functionality within the business, and re-position ourselves within the market. The work is helping us go from A to B in a more defined way, rather than through experimentation where time and money can so often be wasted.
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