Outsell your competitors
and grow faster with Justin’s
Prescription for Growth Plan
- Proven
- Effective
- Scalable
Assuming that a business has a compelling product (or service), and the ability to execute flawlessly, then growth is simple. All that business must do is out-communicate its competitors.
Easier said than done!
In a typical organization, salespeople spend only a tiny percentage (single digits) of their time engaged in selling conversations. The balance of their time is dedicated to non-sales activities such as customer service, administration, prospecting, project management, and the like.
Justin’s Prescription for Growth workshop will lead you through the critical changes your organization must make in order to remove ALL responsibilities other than selling conversations from salespeople, resulting in a dramatic uplift in sales activity.
Conceptually simple. Complex to execute. Prescription for Growth will give you a step-by-step plan for flawless execution.
What will my plan look like?
The objective is for each executive, over the course of the day, to fashion a simple (but detailed) plan to expedite the growth of their organization. Obviously, the finer points of each plan will vary depending on your current size, marketplace maturity and growth goals. But, in a nutshell this plan will consist of:
- A tightly synchronized workflow that your sales, marketing and customer service teams can all follow for the one common goal: more sales!
- A comprehensive resourcing model for your customer service, sales and marketing departments that reflects the needs of your new-look growth machine (right down to position titles and responsibilities).
- The single most important KPI for each department—and the organization as a whole! If you do nothing else, following this KPI will have a dramatic impact on the performance of your organization.
- And the steps you need to follow in order to come up with irresistible propositions that you can take to market and steal those selling conversations from your competitors.
You will leave this workshop with a practical growth formula and all the
necessary steps you will need to take to actualize it.
Prescription for Growth Workshop
Formal Agenda
1
A simple, generic growth formula.
Justin’s formula is powerful but deceptively simple. The key idea is that you ensure that your organization participates in a hugely disproportionate percentage of the selling conversations that occur in your marketplace (relative to your marketshare).
2
Structuring for growth.
This is easier said than done. Practically it requires a restructuring of your organization. The good news is that this restructure will provide a number of meaningful improvements in your operational performance.
3
The design of sales.
You guessed it, a redesign of sales is required to enable a massive increase in the volume of selling conversations (without a commensurate increase in payroll cost).
4
The integration of sales and marketing.
The traditional relationship between sales and marketing must be turned on its head. Marketing must generate sales opportunities on a just-in-time basis (they must subordinate to sales).
5
The role of management.
This transition is no walk in the park for management. And the new, high-growth business model will require a dramatically different approach to supervision. Like racecar engines, massive increases in efficiency come at the expense of greater fragility.
Who should attend
If you’re charged with the responsibility of growing your organization—and if you’re tired of
one-dimensional approaches (sales training, social media, telemarketing, expensive
technology etc)—then there’s a very good chance that this workshop will be a worthy
investment of time and money.
Because the implications of this workshop have wide-ranging implications for many parts of
the organization, this workshop is best suited to key decision makers with at least $5M in
annual sales in the USA and $3M in Australia.
It’s advantageous to have read Justin’s book, The Machine. If you haven’t read it yet, you can
read the first four chapters of The Machine here or purchase the complete book on
Amazon.
