Today in the market we find several businesses struggling to grow, but many can' t succeed and achieve the desired result, right?
But there are always the exceptions and those that accomplish this! And this does not happen because the company performed a magic trick, is lucky or, even, has privileges.
Know that there is a method that the fastest growing companies in the world use to achieve and sustain the evolution in a much more agile way.
Do you want to know more about this method and, the best, learn a lot about it?
Published in 2016, originally in English "From Impossible to Inevitable," authors Aaron Ross and Jason Lemkin seek to present the details of the true manual of accelerated business growth.
Divided into 7 parts, the book covers in each part an ingredient for growth. All this content will make you reach impossible goals and turn them into inevitable successes for your business and team.
Aaron Ross was managing director of the consulting firm Predictable Revenue Inc. He and his team led SalesForce. com to increase its sales from $5 million to $100 million. Ross has an engineering background and is the author of the best-selling "Predictable Revenue" and "Silicon Valley Sales Bible".
Author Jason Lemkin is the founder of SaaStr. com, considered the largest SaaS community in the world. Together with Aaron, he is the author of the book "Hypergrowth: Sell 10 times more with the Salesforce model".
The content of this book is ideal for all people who want to know effective methods to increase revenue. This knowledge will certainly mean a great differential for students, business people and entrepreneurs in any area.
This summary was divided into five parts, presenting the best strategies to increase revenue, according to the authors.
The main points of the book are:
Now, let's go to the content!
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When we want to increase revenue and make the company grow, we end up trying to do everything for everyone. The authors consider this strategy wrong and present us another version. Mainly if it is at the beginning of the business.
The authors say that we should conquer a market niche to progress. In other words, the company needs to be recognized for solving that specific problem for a characteristic client. Besides, this will make them start looking for it and not the other way around.
But what really means market niche? Let's see!
It means having a focus on a specific client who has a specific problem, for which you know how to solve and have the knowledge.
When you solve a problem well, consequently, you open new doors and new stakeholders, leading your business to growth. This way, when a niche is dominated, you can start attacking another, that is, one at a time!
The authors cite some examples of large companies that started their business by niches:
Until you create a predictable sales funnel it takes much more than marketing campaigns and offering free stuff. You need strategies that take a lot of time and dedication.
According to Ross and Lemkin, the secret of increasing sales is not in increasing the number of salespeople, but in directing more qualified leads for your team to work.
The leads are the people who responded positively to some stimulus and showed interest in your offer.
This way, there are three types of leads that we should generate, they are:
As your business grows, so do your problems. In order for you to better deal with them, Aaron Ross and Jason Lemkin suggests three tips on how to scale your sales, they are: - The problems of your business grow, so do the problems:
A great way to increase revenue is by increasing the number of purchases from your customers.
At the start of your business, small businesses will make your business grow, but then it is necessary for big companies to get into the game. The types of customers that big businesses have are: a large number of customers who pay little, few customers who pay a little more, and even less of those that close the biggest contracts.
Some suggestions from Aaron and Jason can help us at this stage, such as:
In order to achieve success, you will have to spend a lot of time, prepare to withstand everything, especially the "infernal years", those where everything goes wrong!
According to Aaron Ross and Jason Lemkin, before building a business with hypergrowth, you need to answer some questions like:
Also, in order for you to achieve success, you need to have employees on your side who act like owners. To develop these people, the author presents the following process:
After that, it's time for you to ask them to create points for improvement in their particular roles, then you should step back and let them practice, developing their skills. Finally, you should encourage decision making, this will avoid many bottlenecks at the top and excuses from employees.
In their research, the authors of the book "Built to Last", Jim Collins and Jerry Porras, found that most visionary companies did not start with a revolutionary idea that made them successful right from the start. In fact, they got off to a slow start and, over time, managed to dominate their markets.
The book "Inside Steve's Brain", Leander Kahney says that one of the causes of Apple's success is because Steve Jobs puts "creating the best user experience" as a top priority.
In "Selling to Big Companies", author Jill Konrath explains that being focused is crucial. Don't try to sell to everyone. As you must become an expert in your customers' business, define your market carefully.
Eliminate some opportunities so you can do a better job with those that remain.
On the path of the journey to hypergrowth is common for us to face frustration and discouragement. The secret is to differentiate yourself, to seek opportunities: don't wait for them to fall from the sky.
Stop making up excuses and judgments, you are solely responsible for your results.
The three steps for you to begin your journey to success, which the authors share with us, are:
Remember that the road is long, make frustrations into positive things and develop important stuff for your company. What really matters is getting the system up and running to get the right people, the right leads, and the right sales.
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