There are two kinds of businesses, ordinary and remarkable. When you look at ordinary businesses they generally struggle to grow. When you look at the remarkable businesses, they’re the ones that make growth look easy. The bottom line, those remarkable businesses worked hard to make their companies remarkable. They do something NO ONE else does and they get rewarded for it. If your business isn’t growing, it's probably not remarkable. Ask yourself, can our competitors say anything close to what we say about our business? If the answer is yes, you’re not remarkable. Change that and change the trajectory of your company.

What we’ll cover in the show –

• How to look across the industry and evaluate your company, are we remarkable?

Sixty-five percent of the people surveyed identified themselves as visual learners, they want to watch instead of reading. YouTube is the second most popular search engine behind only Google. People want to watch videos. Your prospects and customers want to watch videos. If you’re not producing at least one new video a month, you’re falling behind. Not to mention video is not prominently used in sales and customer service to help close prospects faster and to help customers get what they need in a more efficient and more productive way. Video is how you’ll scale your content program in 2022.

What we’ll cover in the show –

• How to get started creating your own videos with just your iPhone

CRMs have come a long way in the past five years. They used to be giant databases that kept track of prospects' contact information. Today they are vital tools that every sales organization should be using to automate, prioritize, and systematize the sales effort across the organization. It should be the single point of truth around what’s going on with every single prospect and customer in the company. If you’re not using it to that extent, you’re falling behind your competition and you’re leaving money on the table with regard to revenue opportunities that are going unattended. In this episode, we’ll help you fix that.

What we’ll cover in the show –

• What your CRM should be doing and what it shouldn’t be doing

You might think revenue generation is all about leads but in reality, it's all about closing the leads you have which points directly to your sales process. Is it documented? Is it available to every sales rep in the company? Is it optimized on a regular basis? Is it designed to ensure your reps are helping prospects feel safe? If you have to answer no to any of those questions then your sales process is probably preventing you from growing as fast as you could otherwise grow. We’ll dig into everything sales process and uncover easy ways for you to make that process better and close more new business faster.

What we’ll cover in the show –

• Why its critical that your sales process be documented and visual

No matter how sophisticated or unsophisticated your marketing and sales efforts are today you have more data than any time in the history of business. Even if you don’t have a marketing automation platform you have data in Google and in your point solutions. Even if you have a basic CRM or use spreadsheets there is gold in that sales data. But if you have any automation or CRM tools, you’re likely overwhelmed by the amount of data available to you. How you sift through that data and uncover the insights buried in there will likely decide how quickly or how slowly you grow your company.

What we’ll cover in the show –

• How to make sure your data is clean, accurate, and comprehensive

A lot of us are easily distracted today. Some people say we lack the attention span of a goldfish which is estimated at around 3 seconds. But when it comes to marketing being distracted, hopping around, constantly changing your mind is a clear path to underperformance. Trying a bunch of things in the hopes that something sticks are what we call random acts of marketing, a phrase we created years ago to describe what we see frequently when working with companies struggling to hit their revenue goals. When we call it out, many of our prospects have said, Yes, that sounds like us.

What we’ll cover in the show –

• What’s causing you to bounce from tactic to tactic

If you’re trying to generate revenue and grow your company you probably already figured out you can’t do everything you want to do when you want to do it. This means you have to make difficult decisions on prioritizing projects, initiatives, and investments. But do you know if you’re prioritizing properly? Do you work on marketing or sales first? Do you invest in marketing to customers or do you try to generate new customers? If you prioritize incorrectly, you’ll see poor performance. In this episode we’ll discuss how to prioritize, prioritization methodology, and how to sequence your initiative so they build on each other instead of blocking forward progress. What we’ll cover in the show –

· What comes first, marketing, sales, or customers service improvements

· Why it's different at every company

· Prioritization methodologies that will help you make solid decisions on what to do and when

· How frequently you should evaluate priorities and make changes

· What signals help you decide what gets attention and when

This show was planned a month ago. We pushed it when we talked about privacy, regulation, and the death of the MQL but we didn’t want to forget it. Generating revenue from your current customers is low-hanging fruit and should be harvested regularly. Your customer already know, like, and trust you so getting them to share their stories, buy more from you and unlock the full revenue potential in each existing customer should be a big part of your current revenue growth plan.What we’ll cover in the show –

· Innovative ways to turn your customers into advocates so they actively share their stories with other people like them

· How to keep the conversation going with current customers so they buy more but don’t feel like your trying to sell them more

·The techniques that unlock revenue potential in every one of your current customers

· What to expect when you start marketing to your customer base

· How to keep the marketing one-to-one and personal, so they feel special

You have aggressive growth goals, but you don’t have the team (internal or external) to execute the programs you need to support your goals. You might not even be aware of how much you need to do to drive to your revenue goals. In addition to actual bodies, you might be missing the skill sets needed. You might need more content and not have any writing resources. You might need sales operations skills and not have anyone who can handle that assignment. If you don’t have the right resources, you’ll never hit your goals. What we’ll cover in the show –

· How to ensure there is alignment between goals and the resources needed

· The difference between internal and external resources

· How to uncover what gaps might exist in your current execution

· How to fill those gaps and when internal is right and when external makes more sense

· How to know when its time to add resources and when it might be time to remove resources

Revenue generation is no longer an art. Today it's 100% science. Because it's so quantitative you need metrics in all three revenue growth areas. You need metrics in marketing, metrics in sales, and metrics in customer service. But it's not just about building and looking at dashboards. Someone on your team needs to be able to pull insights out of those metrics and then use those insights to inform your action plans. What we’ll cover in the show –

· What metrics should you be looking at

· Walk through the Revenue Cycle

· Whose responsibility is it to keep the metrics flowing and uncover the important insights

· How should you and your team be using those insights

· What tools might be needed to properly display metrics so the insights are visible

· What daily, weekly, monthly and quarterly rhythms are needed to stay on top of these numbers