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3 Expert Insights About Growth Generation (March 2024)

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Expert Insights

It’s no secret that one of the strategies companies use to get profitable is to find cost-efficient ways of generating more growth with fewer resources. However, building and executing a growth strategy is a lot easier said than done.

Hashing out a company growth strategy is a multi-week endeavor that takes up considerable time and resources. If you’re looking for quick wins that can start generating growth as soon as possible, it’s definitely the wrong approach.

Instead, what you need are tactics that you can either adopt right now as they are or that need just a quick analysis before they’re ready to execute.  

With that in mind, here are three growth tactics from sales pros that you can start working on today.

Start talking to decision-makers as soon as possible

The first tactic on our list is also the quickest to implement. All it needs is a subtle shift in the conversations your sales reps are having with leads.

As Kevin Meyer rightly points out, the sooner you can talk to a decision-maker, the longer you can spend actually speaking with the person who decides whether or not to buy your product. Not only do you start building relationships that can pay off down the road, but a network of decision-makers will give greater insight into what they want, as well as the pains your product should solve so you can push them down their customer journey.

You also gain the added benefit of saving time and resources by bypassing intermediaries who lack the authority to purchase your solution.

Here’s how you can put this into action:

  • Identify the decision-makers for the companies you’re targeting. There are a couple of options available to do this:
    • Use a lead discovery engine to identify prospects who should have decision-making power. 
    • Create a hypothesis about who your ideal customers are. Once you’ve engaged them in your outreach, ask them if they have decision-making power or if they can refer you to someone who does. Refine your list of ideal customers accordingly.
    • Scrape social media and websites for insight into who seems to make decisions at the companies you want to target.
  • Once you’ve identified the decision-makers, try to build a relationship with the help of personalized emails, one-on-one calls, and taking part in outside sales events or similar networking activities.
  • After you’ve built a relationship, discuss the decision-maker’s goals, challenges, and priorities.
  • Use the results of such conversations to craft, revise, and fine-tune your outreach.

Take a closer look at what your top performers are doing

According to Sam Jacobs at Pavilion, a staggering 69% of sales reps are missing quota. On top of that, there’s a massive gap in sales results between top performers and the rest.

This isn’t cause for panic though.

While the situation could be better, this just means that: (a) You know where you can start improving; (b) You may already have a blueprint for success.

Here’s how you can put this into action:

  • Evaluate your current sales performance against industry benchmarks to identify and prioritize areas for improvement.
  • Review your top performers and – if they’re outperforming industry benchmarks – find out what they’re doing, from the type of sales copy they use to how they handle objections and manage follow-ups.
  • Foster a culture of continuous improvement within your sales team where you encourage knowledge sharing and collaboration. In addition to helping knowledge flow from top performers to the rest of your team, it also allows top performers to gain insight into which approaches don’t work (which can be just as useful as knowing what works).
  • Provide training and development opportunities that help your sales reps improve their sales approach and objection-handling skills.

Use your growth levers and competitive advantages

Usman Akram believes a good way to quickly generate organic growth is to evaluate your growth levers and competitive advantages.

For organic SEO growth, the three primary levers are technical, content, and links. To unlock organic growth, you should figure out which of these three levers will lead to the greatest value… and then pull it.

Here’s how you can put this into action:

  • Ask yourself a set of questions and answer them objectively:
    • Does your website have multiple technical issues (e.g. no HTTPS, poor rendering, lack of indexing)?
    • Does your website content suffer from decay, cannibalization, or poor quality? 
    • Does your website have enough trust signals or domain authority? 
  • Based on the answers to your questions, decide which of the three areas will lead to the biggest growth in the shortest amount of time, then prioritize it.
  • Determine your competitive advantages and leverage them. Competitive advantages can be a wealth of user-generated content, subject matter expertise, a strong brand, or anything else that your competitors can’t replicate.
  • Continuously optimize your website by regularly checking and updating technical, content, and link-building SEO.

Scale your growth with AiSDR

AiSDR uses one of the market’s most in-depth and flexible configurations to craft sales emails that look and sound like you wrote them. Every message is 100% unique and personalized using a lead’s LinkedIn activity and buyer intent.

The AI SDR is also easy to fine-tune to replicate your top performers’ best practices, and it speaks with leads to get a meeting booked or find out who the decision-maker is (so it can start reaching out to them). 

Book a demo to find out how AiSDR can become your growth generator.

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