How we do it
We implement a system called Outgrow which has been successfully used by over 400 companies over the last 20 years, to improve sales by between 15% and 30%.
Outgrow helps business owners and top executives systematically and predictably add organic sales growth by adding process, accountability, tracking and score cards to your sales function to help your people be proactive instead of reactive.
We foster a sustainable, cultural change that exemplifies a passion for the customer and a positive, can-do mindset when approaching more sales
Outgrow drives proactive communications with customers and prospects
You will receive powerful data and insights about your salespeople’s revenue-driving behaviors. Things like proactive phone calls; did you know questions about additional products or services; and always asking what else your customers need. Best of all, Outgrow requires just five minutes per day from your customer-facing people, your managers, and your leaders.
Your people will systematize following up, constantly expand orders, regularly ask for the business, and constantly talk to the many customers and prospects who don’t hear from them.
Outgrow has worked for hundreds of companies because it’s so rare: your competition is almost certainly not systematically doing these things.
Outgrow companies add 15-30% new revenue annually by following this weekly process:
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Weekly Target Actions Assigned: Each week, the sales leader asks for a quantity of specific Outgrow actions to be implemented, by each customer-facing person. These actions include proactive calls, did you know questions, and quote follow-ups.
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Communications Are Made: Outgrowers go and make their communications with customers and prospects.
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Outgrow Proactivity is Logged: If you’re working with an Outgrow Advisor®, the logging technology will be provided to you, and we will ask your people to quickly log all proactivity.
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You Get Powerful Scorecards and Data: Your Outgrow Advisor will send you weekly scorecards and monthly analytics with their commentary and opportunities for further growth. This data is to be shared with your team.
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Share Success Stories: You will share your Outgrower wins – business opened, progressed and closed – company wide!
The Outgrow actions
The Outgrow Calls Include:
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Call a Customer You Haven’t Talked to in 6 Months or More.
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Call a Customer Who Used to Buy But Stopped.
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Call a Smaller Customer Who Can Buy Much More.
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Call a Customer Who Recently Received an Order to Ask What Else They Need.
Outgrow Asks – Questions During Calls or Meetings:
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The Did You Know Question (DYK) which offers additional products or services.
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The Reverse Did You Know Question (rDYK) which asks what else the customer needs now – and soon.
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The Pivot to the Sales (PIVOT) which asks for the business.
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The Quote or Proposal Follow-Up
Each of the Outgrow Asks listed above takes three seconds or less.
The Outgrow Calls usually require less than one minute of time because they tend to result in a voicemail (coupled with a text message). And when the customer or prospect answers their phone nearly all conversations are five minutes or less.
What they say
“Luke combats problems with solutions that help improve business performance or provide opportunity that previously did not exist”
Simon R