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How to unlock a Gold Mineof Sales Growth Opportunities.
Ferguson Global Consulting
Phone 856 981-8253
Are you
finding sales
growth
more
challenging?
Nearly 90% of
midsize global
businesses (100
to 999
employees)
experienced
growth that
wasn't in line with
their plans last
year.
Sales growth in the
USA and other
larger economy
countries
has become
increasingly
challenging with the
declining growth of
GDP.
(USA chart
attached)
Overall global GDP is
predicted to grow at
approx. 2.5% thru
2017.
Many companies are
attempting to offset
the slow domestic
growth with further
expansion of their
international sales
efforts.
An expansion strategy
of international and
emerging markets can
provide excellent
opportunities.
At the same time this
approach typically
requires a deep
understanding of the
costs and challenges in
the respective
geographical areas.
A strong digital
marketing
program with
ongoing
investment and
refinement is a
critical part of the
sales growth
strategy in most
companies today.
The sales growth opportunities related to effective utilization
of data has made CRM
a strategic core investment for many
companies. In fact the CRM software market is growing at a double
digit rate and has reached $26 billion in
annual sales.
cc: Oracle_Photos_Screenshots - https://www.flickr.com/photos/49034885@N05
Sales growth continues to
be one of the key factors
influencing the 40,000
plus M&A deals occurring
worldwide each year.
Companies actively
involved in M&A typically
enjoy an 8% t0 23%
higher top end growth rate
in a 5 year period as
compared to companies
who do not make
acquisitions.
Despite these efforts and investments, sales growth
remains very challenging.
Many companies understand the previously outlined
strategies as effective ways to grow sales.
In my experience the lesser known approach and
missed opportunities are those requiring mining below
the surface. These opportunities require a more
granular understanding and process discipline.
Beyond the CRM system, how deeply are you mining and using your customer
data?
Do you have resources
utilizing data to pursue micro-
markets or other data
driven sales growth
strategies?
Do you have a review
process toexamine and
act uponfuture trends
and forecasts?
The combination of
customer data, micro-
marketing strategy and a
future trend evaluation
process, can provide
excellent sales growth
opportunities.
A personal utilization of
this strategy resulted in
multi-million dollar sales
growth and repeat
business of wire products
to the energy industry.
Have you aligned your sales, marketing, service and technical resources into a cohesive team?
Companies who optimize this approach have realized significant benefits with growth of annual revenue, improved
customer engagement, increased brand awareness and other performance improvement.
.
Are your customers
appropriatelyinvolved in your
productdevelopment?Do you have a
process to capture and follow up on
customer insight?
Multi-discipline functional
alignment and capturing
customer input has
brought tremendous value
to the teams I have
assisted.
One example was the
development of customer
inspired features for a
series of connectors
products. The new
designs resulted in a 20%
sales growth of a multi-
million dollar mature
product line.
Customer service is more
critical today than ever to
growing sales. What is your
customer service
strategy?
Do you truly understand what
customers think of your service level?
80% of companies have the self
assessment that they provide good or
excellent service.
Less than 10% ofcustomers agree with
this assessment.
Are you offering
customers product or
solutions?
I assisted one of our
teams on the development
of additional services -
solutions related to
utilizing strain gages for
force measurement.
The result was multi-
million dollar sales growth
along with market
expansion in the medical,
fitness and other
industries.
Did you know there is a
60-70% probability of
selling to an existing
customer, as compared to
5-20% probability of
selling to a new prospect.
Are you being proactive in
your customer service?
Do you have opportunities
in the
pre-purchase phase,
the purchase
and post purchase
phases?
My experience has
demonstrated time
and time again, a
customer service
focused team with
the right tools and
support, can provide
sales growth and
increased profits in
virtually any
company.
grow sales?What steps are you taking to
If you are having
challenges moving
your business to the
next level,
contact
Ferguson Global
Consulting.
We bring success
into focus in today's
changing world.
Phone 856 981-8253
FGC's expertise includes
• Sales Growth and Business Development
• Product Development• Manufacturing Transformation• Supply Chain Enhancement• Talent Development and
Recruitment• M&A Due Diligence and Integration• Global Expansion and Scale Up
Ferguson Global Consulting
FGC is led by Jim
Ferguson, he has helped
organizations across the
globe grow sales and
increase profits, along
with building excellent
high performance teams.
His contributions to
Omega Engineering
www.omega.com and the
affiliated companies
helped them achieve new
levels of success including
the $475 million sale of
the organization.
