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What We Can Achieve Together
Grow the Sales Pipeline by 1.5X
Findings published in the Sales Excellence Report shared Best Practices that grew the pipeline by an average of 1.5 times.
For example, evidence-based best practices to put more qualified leads in the funnel included sales-led lead acquisition techniques such as Account-based Marketing (ABM) and Sales & Marketing alignment.
Increase the Sales Win Rate by 5%
Increasing the sale opportunity win rate by just a few percentage points creates immediate, significant and sustained revenue growth.
Best Practices for this goal include integrating CRM software with a sale methodology, designing a predictable selling process, leveraging opportunity win plans, and improving coaching techniques.
Accelerate Revenue Growth by Double Digits
To accelerate sales growth, you can acquire more customers, increase existing customer revenue or change the pricing model.
There are several best practices for these goals, such as growing Customer Lifetime Value, improving retention, applying price optimization and performing white space analysis to gain new revenue streams.
AEC Sales Acceleration
Sales recommendations without supporting data are just somebody's opinion.
A smarter approach is to apply evidence-based best practices. These methods are validated by industry research, include prescriptive guidance, have purpose-built measurement systems (i.e., metrics and dashboards) and fully leverage technology automation.
Below are the 9 most influential sales best practices to improve the four goals of increasing the pipeline, sales win rate, salesforce quota attainment and company revenue growth.
In the architecture, engineering and construction industries, sustained revenue growth isn't achieved from a single tactic. It's realized from a synergistic combination of proven methods. And it's maximized by adopting the right mix of evidence-based best practices that work together and go beyond incremental and temporary results to deliver transformational sales growth.
A single sales best practice will deliver incremental revenue growth. A collection will deliver exponentially more.
Some sales best practices have overlap, so doing them together will reduce time and increase the impact of both. And completing some best practices will provide a jump start to others. So, logically sequencing them can further decrease time and investment and accelerate results.
Because they are data driven, they can be modeled to show investment, cash flow impact, time to value and payback.
The Johnny Grow AEC Sales Growth Formula is a prescriptive framework that applies proven and repeatable sales best practices that define, de-risk and accelerate AEC revenue growth.
Helping AEC Companies Accelerate Sales is Our Business
We help business leaders apply evidence-based best practices and enabling technologies to drive big increases to the pipeline, improve conversions, help more sellers exceed their quotas and grow year over year revenue.
Our prescriptive methods, best practices and technology accelerators bring proven techniques to achieve repeatable outcomes. Our purpose-built analytics bring visibility to progress and predictability to forecasted results.
We know how to grow a construction company, engineering firm or architecture company.
How to Achieve Best-in-Class Sales Results
The Sales Excellence Report analyzed and ranked the sales strategies, methods and technologies which delivered the biggest impact to the salesforce's biggest objectives.
The report identifies what the top sellers (i.e., the top 15 percent) do better and differently than their lower performing peers – and how they do it.
Evidence-based best practices provide prescriptive guidance engineered from the actions of the Best-in-Class to make the most successful sales programs measurable, repeatable and predictable.
Research findings show that salespeople with predictable sales processes achieve an 18% higher sales win rate than those with informal sales methods.Read More
See the research that shows how to use sales methodologies to boost salesforce quota attainment by low double digits in an average of two quarters.Read More
The 5 most effective sales technologies to improve staff productivity, grow the pipeline, increase the win rate and accelerate revenue growth.Read More
Here is how to use a Sales Playbook to improve salesperson performance, save valuable time and improve the sales win rate by double digits.Read More
See the Sales Dashboards and Best Practices that advance information from being merely interesting to inducing actions that improve revenue results.Read More