How to Grow a Construction Company

Johnny Grow

Revenue Architects for Architecture, Engineering and Construction Companies

Ready to accelerate revenue growth?

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.

Sales Best Practices
Sales Best Practices | Source: Sales Excellence Report

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.

Signature Services

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Accelerate Sales

with Best Practices that Create Transformational Revenue Growth

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Sales Strategies

to Engineer Revenue Acceleration in the Least Time, Cost and Risk

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Price Optimization

to Calculate Strategic Prices and Gain Immediate Revenue Uplift

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Sales Methodology

to Sell Smarter and Increase Sale Opportunity Conversions

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Sales Coaching

for Staff Development and Improved Salesforce Quota Attainment

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Increase Sales Productivity

to Improve Staff Efficiency and Effectivness

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Sales Technologies

to Improve Salesperon Productivity and Sales Outcomes

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Salesforce Sales Cloud

to use this Technology for the Most Important and Highest Impact Sales Goals

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Artificial Intelligence

for Improved Sales Coaching, Sales Productivity and Sales Outcomes

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How to Achieve Best-in-Class Sales Results

Sales Excellence Report
Sales Excellence Report

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.

Sales Insights

How Optimized Sales Processes Grow Win Rates by 18 Percent

Research findings show that salespeople with predictable sales processes achieve an 18% higher sales win rate than those with informal sales methods.

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7 Sales and Operations Execution Best Practices

Research reveals 7 sales and operations execution best practices that most directly improved sales conversions, salesforce quota attainment and revenue growth.

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How B2B Sales Analytics Surge Revenue Growth

Research reveals the three most powerful business intelligence tools and shows how Sales Analytics are used by Best-in-Class Leaders to boost company growth.

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The Strategic Benefits of a Sales Tech Stack

Learn how an optimized sales tech stack increases automation, information, and scale; lowers total cost of ownership, and future proofs your investments.

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The Future of Sales

The 5 unmistakable trends that will define the future of sales.

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Improve Sales Quota Attainment with a Sales Methodology

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.

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The Top 5 Sales Technologies as Ranked by Salespeople

The 5 most effective sales technologies to improve staff productivity, grow the pipeline, increase the win rate and accelerate revenue growth.

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Use a Sales Process Map to Surge Selling Results

Research shows a successful sales process map is built on the 3 success factors of buyer and seller alignment, sale methodology integration and CRM technology.

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Use a Sales Playbook to Increase Win Rates by Double Digits

Here is how to use a Sales Playbook to improve salesperson performance, save valuable time and improve the sales win rate by double digits.

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The Sales Dashboards that Boost Revenue Performance

See the Sales Dashboards and Best Practices that advance information from being merely interesting to inducing actions that improve revenue results.

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Visit the Sales Excellence Insights Hub for expert advice, research findings and best practices to grow a construction company, engineering firm or architecture company.

Architecture, Engineering and Construction Consultants