Model:
Summary:
This simple 2x2 model is a framework for a sales methodology focused on two key business objectives (grow and maintain/control) against two fundamental business metrics (revenue and customers). Here's the breakdown:
- Grow Revenue:
- This quadrant emphasizes strategies aimed at increasing the company's income. It's about boosting sales figures, launching new products, entering new markets, or increasing prices. The focus is on expansion and scaling up business operations to drive a higher income.
- New/More Customers:
- This section of the model is about acquiring new customers or increasing the customer base. It involves marketing and sales efforts directed towards expanding the company's reach and market share. It may include strategies such as customer acquisition campaigns, referral programs, or expanding into new customer segments.
- Control Expenses:
- Here, the emphasis is on managing and reducing costs. The objective is to maintain profitability by keeping expenses under control. This can involve cutting unnecessary costs, optimizing operations, or finding more cost-effective methods and suppliers.
- Customer Success:
- This quadrant focuses on ensuring that current customers are successful and satisfied with the company's products or services. This can lead to increased customer retention, upselling opportunities, and positive word-of-mouth, which contributes to sustainable sales and revenue growth.
This sales methodology suggests a balanced approach where increasing revenue and acquiring new customers are as important as managing costs and ensuring customer success. By focusing on all four aspects, a company can aim for a well-rounded and sustainable growth strategy.