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Growth Library
152 Things We Often Do to Drive Growth
| 152 Things We Often Do to Drive Growth … | Description | Value |
| Marketplace Services | ||
| Account Management Process & Guide | Company wide process, training, systems, etc. to enable and facilitate large account management/pursuit | Purposeful and productive large account sales and marketing |
| Account Pursuit Battle Plan | Detailed, step by step process and metrics to drive key account pursuit | Work basics complete, plus model and teach account management process |
| Target Account Program | Overarching process for managing target accounts as a key aspect of a company's portfolio of pursuits | Successful target account sales and marketing |
| Channel Program & Guide | Protocol, procedures, templates, and support materials to make selling easy and successful for the channel | Better results from the channel |
| Channel Realignment Analysis | Analysis and correct alignment of the right products to the right markets through the right channels | Better channel results |
| Dealer Development/Recruiting Program | Program to identify, recruit, and retain the best dealers up to and including, if necessary, actual recruiting and signing activities | Better dealer network |
| Distribution promotional programs | Sales programs for improved focus and results in the channel | Better channel sales |
| Distributor/Channel Development/Recruiting Program | Program to identify, recruit, and retain the best distributors up to and including, if necessary, actual recruiting and signing activities | Better channel network |
| Manufacturer Rep Development/Recruiting Program | Program to identify, recruit, and retain the best manufacturers reps up to and including, if necessary, actual recruiting and signing activities | Better manufacturers rep network |
| Indirect Force Sales Management Process | Program for setting process, roles, objectives, metrics, follow and evaluation in an ongoing way for managing the channel | Better channel accountability |
| Alliance Partner Development/Recruiting Process | Program to identify, recruit, and retain the best alliance partners up to and including, if necessary, actual recruiting and signing activities | Better alliance partner network |
| Store Development/Recruiting Program | Prototype and incubate new distribution store as a model for future store growth | Experienced, ad hoc resource to build, incubate, and drive new market opportunity |
| VAR/VAD Development/Recruiting Program | Program to identify, recruit, and retain the best VAR/VAD up to and including, if necessary, actual recruiting and signing activities | Better VAR/VAD network |
| Competitive Intelligence & Analysis | Anonymous insight into the facts, approach, and edge of key competitors | Better insight into customer options for strategy, and better tactical insights to win |
| Competitive Mystery Shop | More detailed insight into the selling approach of key competitors and how they will attack built on actual contact and anonymous conversation with them | Better planning and engagement foundation for selling |
| Competitive Selling Guide | Perspectives and approaches for winning against competition | More competitive wins |
| CRM Software Selection | Independent evaluation and assist in selection of appropriate CRM system | Better and more successful CRM implementation |
| SFA Implementation | Independent evaluation and assist in selection of appropriate SFA system | Better and more successful SFA implementation |
| Corporate Governance Plan | Plan to identify how and by whom decisions of various kinds will be made at various levels of the business | Clearer decision making and accountability |
| Customer Advisory Board | Define, recruit, and drive customer advisory board to get it started | Successful customer advisory board experience |
| Family and Small Business Transition | Plan to cascade ownership from one generation or owner group to the other | Better, cleaner goals and transition of ownership |
| Executive Mentoring | One on one coaching of new sales, marketing, HR, technology, or other key executives | Better executive results |
| Direct Mail Programs | Lead generation leveraging direct mail and other direct media | Lead generation |
| Script Development | Creation of messaging for inside sales or telemarketers to create leads | Lead generation |
| Lead Generation/Prospecting | Create and develop engine for generation of new leads from cold prospect | Lead generation |
| List Development | Development of targeted account list, with the list vetted for correctness | Lead generation |
| List Vetting and Assurance | Quality assurance and checking of list for relevance, usefulness | Lead generation |
| Outsourced Lead Generation | Outsourced operation of Lazorpoint developed lead generation machine | Lead generation |
| Ad Effectiveness Audit | Assessment of advertising spending, return, effectiveness, and options | Better marcomm results |
| Demonstration Development | Development of targeted demonstration for use by sales force | Better demos |
| Electronic Product Catalogs | Development of targeted materials and programs for leverage by sales force | Better sales results from marcomm investment |
| Executive Relationship Programs | Development of targeted materials and programs for leverage by sales force | Better sales results from marcomm investment |
| Image and Visibility Initiatives | Development of targeted materials and programs for leverage by sales force | Better sales results from marcomm investment |
| Sales Message Creation & Testing | Development of targeted materials and programs for leverage by sales force | Better sales results from marcomm investment |
| Major Event Planning & Development | Development of targeted materials and programs for leverage by sales force | Better sales results from marcomm investment |
| Marketing Communications Budgeting | Strategic budget for better leverage of limited marketing communications dollars | Better sales results from marcomm investment |
| Marketing Communications Planning | Strategic plan for better leverage of limited marketing communications dollars | Better sales results from marcomm investment |
| Naming | Generation of naming and identity ideas for better branding | Better sales results from marcomm investment |
| Newsletter Plan & Development | Development of targeted materials and programs for leverage by sales force | Better sales results from marcomm investment |
| Outsourced Marketing Communications | Actual content development and materials production associated wit the development of marcomm | Better sales results from marcomm investment |
| Presentation Development/Implementation | Development and training associated with development of key standard or specific application presentation | Better sales results from marcomm investment |
| Promotion Planning | Creation and development of key special promotions to drive special opportunities | Better sales results from marcomm investment |
| Proposal Process Improvement | Assessment and improvement of proposal pursuit and development process including standards, roles, metrics, objectives, etc. | Better lift from investment in proposal process |
| Sales Collateral Development | Development and creation of sales collateral for special on general purposes | Better sales results from marcomm investment |
| Selling Proof Point Capture & Package | Capture and framing of key points of evidence for use by sales force in closing deals | More effective sales calls |
| Signature Marketing Programs | Development and execution of major, integrated marketing programs that build on content and generate image, signature, and customer selling kinds of opportunities | Better sales results from marcomm investment |
| Single Frame Development | Creation of single frame presentation that effectively tells the story in one slide | Better sales results |
| Success Stories / Testimonials / Case Studies | Capture and framing of success stories and client testimonials as sales aids | Better marcomm and sales results |
| Thought Leadership Initiatives | Creation of actual content central to proving a companies leadership position around a key theme in its business | Better marcomm and sales results, and better service delivery through strengthened content |
| Trade Show Plan & Development | Creation and execution of a custom plan to best leverage a key upcoming trade show opportunity | Stronger results from trade show investment |
| Trade Show Process Improvement | Development of a process for proactively managing trade shows more successfully | Stronger results from trade show investment |
| Web Content Planning & Development | Planning and creation of key web content for leveraging on web site | Better, more strategically relevant web content |
| White paper creation | Development of content rich white papers expressing positions and views as market collateral | Content rich marketing material |
| Branding | Development and execution of a branding plan to help drive a client's brand experience | Improved brand |
| Competitive Response/War Gaming | Specific planning for counterattack in the face of competitive activity | Competitive win |
| Customer lifecycle management | Evaluation and planning for better serving customers at various points in their lifecycle with your products | Better product and customer matchups and sales success |
| Day in the Life/Voice of the Customer | Capture and analysis of customer insights and experiences to create a "virtual video" that provides a framework for understanding and assessing market opportunity | Better market decisions |
| Feasibility analysis | Assessment of feasibility of entry into a proposed new market space | Better decision about new product entry |
| Gap analysis | Assessment of gaps requiring work in order for a new market entry or a market pursuit activity to succeed | Improved success in selling |
| Go to Market strategy | Plan of attack for pursuing and successfully closing a market opportunity | Improved success in selling |
| Identity | Creation of branding, identity elements, naming conventions, etc. to provide a consistent look and feel | More powerful marcomm |
| Internal and external factors analysis | Identification and planning for internal and external factors that will inhibit or propel a company's market success | Better sales results |
| Leading Practice capture and catalog | Capture and cataloguing of leading and smart practices as baseline demonstrating client's content expertise | Better content and market attention and interest |
| Market and offering evaluation | Evaluation of new acquisition candidate, new product offering, new service, etc. | Better investment decisions |
| Market segmentation | Assessment of market categories and striation into segments that can be pursued intelligently | Better sales results |
| Market validation | Evaluation of readiness of a market for pursuit and investment | Better investment decisions |
| Marketing/sales steering committee | Organization and facilitation of internal or external steering committees for marketing and sales | Better sales guidance |
| Positioning | Definition of the overarching message, feel, and tenor of communications to be leveraged in every communications situation | Better marcomm results |
| Database marketing | Creation and leverage of database information for better selling | Better sales outcomes |
| Nurture planning and implementation | Development of plan for nurture, including timetables, content, process, etc. | Better nurture and sales results |
| Nurture programs | Ad hoc nurture initiatives to support ad hoc market needs | Better nurture and sales results |
| Business process outsourcing - comm | Actual operation and ownership of company communications activities | Better communications results |
| Business process outsourcing - mktg | Actual operation and ownership of company marketing activities | Better marketing results |
| Business process outsourcing - sales | Actual operation and ownership of company sales activities | Better sales results |
| Outsourced sales staffing | Provision of key staff augmenting internal selling staff for key purposes | Temporary talent and direction to help get started |
| Comparative pricing analysis | Evaluation of pricing relative to competitors | Confidence in pricing decisions |
| New offer proof of concept | Taking a new offer to market in a limited frame, from strategy to outsourcing, to prove or disprove its right to investment before full commitment | Confidence in investment decisions |
| New Product launch | Taking a committed product/offering to market, from strategy to outsourcing, to prove how to most successful sell it | Better sales results |
| New product/offer development | Development of new product offering to meet the needs of a key marketplace | Better product results |
| Product management | Evaluation and management of a portfolio of products to minimize overlap, duplication, etc., and to assure leverage to the extent possible | Better product results |
| Solution profiling | Analysis and definition of a winning solution needed in marketplace, as defined by the Day in the Life | Better product development results |
| Key hire recruiting and retention | Specific recruiting or retention programs to secure or hold specific sales teams and other key hires | Better performance |
| Team development | Coaching and training aimed at making sales and other teams more effective and productive | Better performance |
| Account service/customer sat surveys | Survey a population of customers to determine how well those customers feel that they are being served -- probing on specific delivery issues | Better delivery and service |
| Faux reference checking | Anonymous phone surveying of some set of clients aimed at quickly understanding how and why a company wins or loses in the marketplace | Better market and sales results |
| Market research | Collection of secondary information and insights into a market, its sizing, its options, and its trends | Better market planning and focus |
| New market investigation | High level assessment of the feasibility and attractiveness of new market | Better investment decisions |
| Sales benchmarking | Evaluation of sales results versus competitor sales results relative to investment made | Better sales investment decisions |
| Customer retention programs | Special focus programs aimed at driving improved customer retention | Better sales retention |
| Joint sales calls | Ad hoc coaching and in call support for driving major account pursuits | Better sales results |
| Major pursuit coaching | Ad hoc coaching and behind the scenes support for major pursuits | Better sales results |
| Pursuit profiling | Development of pursuit profiles supporting account pursuits | Better sales results |
| Referral programs | Creation of programs to drive ongoing referrals from existing customer base | Better sales results |
| Sales & Marketing Knowledge Base | Development of a knowledge base of data, materials, etc. supporting the sales force and its efforts | Better sales results |
| Sales management coaching | Execution and modeling of sales management activities driving sales results | Better sales results |
| Sales program development | Development of special programs aimed at driving specific sales in specific markets | Better sales results |
| Sales ready messaging | Development of messaging for sales force leverage and use | Better sales results |
| Team selling | Facilitation of team selling model and approach | Better target account results |
| Training | Ongoing training and development of key skills and competencies | Better sales results |
| Forecasting | Development of process for forecasting revenue into the business | Better sales management |
| Sales action plan project management | Overall project management for execution of sales action plan | Better sales results |
| Sales action planning | Creation of attack plan for improving sales results and outcomes | Better sales results |
| Sales administration | Management of mailing, database updating, vetting, etc. for a lead generation program | Better lead generation |
| Sales analysis | Evaluation of sales sources, trends, successes, obstacles, etc. | Better sales management |
| Sales blueprint development | Development of sales blueprint or template guiding company sales activities | Better sales management |
| Sales budgeting | Evaluation of sales budget and planning for sales expenditures | Better sales management |
| Sales force effectiveness | Evaluation of sales force and its effectiveness, and gaps for improvement | Better sales results |
| Sales operations effectiveness | Evaluation of sales force and its related sales support apparatus, and its effectiveness, and gaps for improvement | Better sales results |
| Sales planning | Planning for the sources of sales revenue to meet sales plan | Better sales results |
| Sales process definition and framework | Development and framing of the sales process and framework for winning | Better sale results |
| Sales process roadmap | Development of sales process roadmap with steps, metrics, roles, accountability, standards, etc. | Better sales results |
| Sales reporting | Creation and maintenance of sales management and tracking reports | Better sales management |
| Sales templating | See sales process roadmap | Better sales results |
| Sales turnaround strategy | Planning and execution for turning around failing sales strategy | Better sales results |
| Territory balancing | Evaluation and assignment of territory by potential and coverage ease | Better sales results |
| Territory management | Development and training for a process that will get more leverage from territory activities | Better sales results |
| Win Loss reviews | Evaluation of wins and losses, and what is driving each in pursuits | Better sales results |
| Brainstorming/ideation sessions | Development of new product and service ideas, for broad application, or for specific client delivery | Better sales results |
| Business planning | Development of business plan for creating/leveraging a business opportunity | Better investment support |
| Business strategy | Facilitation, documentation, and project management for driving a new business strategy into the business | Better sales results |
| Market innovation | Development of a new approach in the marketplace for meeting a key market need | Better sales results |
| Strategic planning | See business strategy | Better sales results |
| Executive strategy training | Educate executive team in how to most effectively lead and drive strategy process | Better strategic planning outcomes |
| SWOT inventory | Facilitate assessment of organization strengths, weaknesses, opportunities, and threats | Better strategic planning outcomes |
| Visioning | Facilitate executive team visioning on direction and futures of the organization | More innovative strategic planning outcomes |
| Workplace Services | ||
| Business conduct | Training and programs to assure ethics, compliance, etc. in the workforce | Less vulnerability from sales force activities |
| Conflict management and resolution | Training and programs to help lessen and manage conflict outside of litigious settings | Less vulnerability from sales force activities |
| Employee satisfaction and issues survey | Evaluation of internal issues and satisfaction in driving key client results | Better focus and resolution of thorny internal issues |
| Internal and cultural communications | Evaluation and planning for improved internal and cultural communications | Better focus and resolution of thorny internal issues |
| Performance standards | Definition of metrics and standards for appropriate sales success | Better sales results |
| Post merger salesforce consolidation | Better integration of sales force from two merging sales teams | Better integration of sales teams |
| Competency development | Definition of key competencies required in a work force for training, measurement, and recruiting purposes | Better work force hiring and development |
| Sales curriculum design | Development of sales training curriculum to fulfill key competency and other requirements | Better sales force training |
| Employee handbook | Outlining key requirements for all employees to meet policy and strategy requirements | Better work force training and development |
| Work force assessment | Evaluation of sales force and other work force elements to evaluate appropriateness for the tasks at hand | Better workforce results |
| Work force communications | Communications of key initiatives and requirements to the work force | Better workforce results |
| Sales force design | Framing and planning for optimal sales force design | Better sales results |
| Sales goal setting | See performance standards | Better sales results |
| Sales meeting facilitation/management | Facilitation and framing of sales meetings to yield results desired | Better sales meeting results |
| Sales onboarding | Facilitation of onboarding of new sales hires into the sales force | Better sales force startup |
| Sales performance management | Ongoing management of performance for sales teams | Better sales results |
| Workplace compliance (diversity, harassment, violence, etc.) | Evaluation and planning to assure ongoing compliance with workplace compliance requirements | Better teams |
| Workplace investigations | Investigation of allegations that compliance requirements were not adhered to | Better teams |
| Succession planning | Planning and development of succession plan for ongoing management post key manager death or absence | Better continuity |
| Technology Services | ||
| Inventory management process | Analyze and improve the materials management process, from ordering through receiving through shipment | Reduced inventory and improved workflow within the warehouse |
| Shop floor process improvement | Analyze and improve the shop floor processes | Streamlined workflow, reduction in missed (late) and incorrect (wrong item) shipments |
| Financial and Operational reporting | Understand, gather, build and disseminate information throughout the organization | Reduced time spent manually gathering, creating reports and analyzing data |
| IT Roadmap and Steering Committee | Based on the business goals, create a 1-3 year outlook and plan for more effectively leveraging technology to enable growth | Less thrashing, higher ROI, purposeful and successful IT investments |
| Peace of Mind | Support (remote and on-site), Preventative maintenance and monitoring | Functional systems that work when you need them, resulting in less stress and reduced costs |
| Security reviews | Analyze and recommend solutions for improved information security | Lower risk, more reliable and secure systems |
| Corporate Portals | Design and implement portals | Improved communications, single source for information, reduced time spent looking for files |
| Dashboards | Design, build and deploy displays that make executive information accessible and easy to understand – anywhere | At-a-glance visibility into key business indicators and their relevance |
| Mobile computing | From laptops to tablet PCs to handhelds to mobile phones and PDAs, designing and building solutions that enable your team to accomplish more in less time no matter where they work | Productivity everywhere, no matter where and how your people work. |
| Voice over IP | Define, evaluate, design, source, and implement VOIP systems that leverage the internet for efficient and powerful voice and data communications | Flexible, efficient, and powerful applications for better selling and serving customers |
| Messaging and Collaboration | Build systems that enable clear daily communication and collaboration among and between work teams | Clear communications and smart results from collaborative efforts |
| Branch Office Computing | Distributed computing environment for local, more powerful, and more cost effective computing infrastructure | More power for less cost |
| Web-based Applications | Access anywhere, run cost effectively applications for better delivering service and selling to customers in a variety of forms | More power for less cost |
| Knowledgebase Development | Systems to provide better access and leverage of precious but usually untapped stores of vital organizational knowledge | Better leverage and customer service |
| Document Management | Systems to better archive, manage, and retrieve precious but hard to find vital documents in the business | Better service for lower cost |