Join Darrell Amy for the One Ideal Client Away Challenge,
April 10-14
www.oneidealclientaway.com
REMOVE
BARRIERS TO GROWTH
Get the six barriers to revenue growth out of the way so you can accelerate.
DESIGN
YOUR ENGINE
2-day Revenue Growth Engine Design Workshop
ACCELERATE
YOUR GROWTH
Mentorship program to implement a high-performance growth engine.
Like there is a glass ceiling of revenue that you just can't seem to break through
Privately-held companies
Track record of generous giving
Part of a peer group or community of excellence.
Owner, Founder, President, CEO
Funding Partner
Private Equity, Venture Capital
A Powerful Revenue Flywheel that creates unstoppable momentum
Intense Focus on the types of clients or customers that can propel your business forward faster
High-Octane Fuel for your engine in the form of a message that gets attention
Scalable Processes for marketing and sales that drive net-new and cross-sell revenue that allow you to grow
The three biggest obstacles to revenue growth and how to remove them.
How other companies are creating Revenue Growth Engines.
Our vision to help purpose-driven companies scale their revenue and impact.
REMOVE
BARRIERS TO GROWTH
Get the six barriers to revenue growth out of the way so you can accelerate
DESIGN
YOUR ENGINE
2-day Revenue Growth Engine Design Workshop
ACCELERATE
YOUR GROWTH
Mentorship program to implement a high-performance growth engine
As the co-founder of the non-profit Kingdom Missions Fund, Darrell Amy noticed that the largest donations came from business owners, and he wondered how he could help generous business owners quickly grow revenue so they could give even more.
Darrell’s experience as a leader in sales and marketing has given him a unique perspective on what it takes to grow revenue. Distilling 27 years of experience, Darrell authored Revenue Growth Engine: How To Align Sales & Marketing To Accelerate Growth.
He is a member of the Forbes Business Council and he helps companies maximize growth through sales and marketing alignment. Darrell hosts the Revenue Growth Podcast and co-hosts the Selling From the Heart Podcast. He also volunteers as the executive director of the ManAlive EXPEDITION, an organization that helps men find healing and identity.
When he isn’t helping generous business owners grow their revenue in order to give more, he enjoys the outdoors including sailing, canoeing, and hiking. Darrell, along with his wife Leslie, enjoy spending time with their children and four grandchildren.
My BHAG
Help 10,000 businesses double revenue to generate $10 billion in new giving.
Build your Revenue Growth Engine
Develop Physical Endurance
Trek to Everest Base Camp
Join adventurous entrepreneurs in an epic journey to scale your business as we train to trek to Mount Everest Base Camp!
What if the way we think about Buyer’s Journey is upside down?
Smart marketing and sales teams collaborate to map out the buyer’s journey, thinking about how they can provide the right information to buyers at the right time during their decision making process. While this sounds helpful, I see a few problems:
First, the Buyer’s Journey is anything but linear. In most cases, it looks more like a cloud of dust than a straight line. Trying to determine where a buyer is in this process feels futile, yet sales and marketing teams try to plot this out. It’s no wonder that most Buyer’s Journey maps get created and then rarely used.
Second, and perhaps most importantly, buyers buy based on emotion more than fact. Harvard professor emeritus and author of How Customer’s Think, Gerald Zaltman, shares research that validates what I’ve learned in every sales training over the past three decades of my career: “Emotion is what really drives the purchasing behaviors, and also, decision making in general.” He found that 95% of purchasing decisions are subconscious. https://www.inc.com/logan-chierotti/harvard-professor-says-95-of-purchasing-decisions-are-subconscious.html
In his book, The Perfect Plan, Don Barden cites data that buyers only remember a tiny fraction of the knowledge you share with them. They all remember how you make them feel. In essence, the buying process should be designed less to make the buyer and expert in your area of speciality, and more to make them feel comfortable that you can help them achieve results.
On the other side of the buying process, we have this thing called Customer Experience. Once a new customer signs the order, the CX team kicks into action. Smart companies look at the experience across the customer lifecycle, strategically building emotions that sustain loyalty.
An entire genre of work around CX exists in the operations and customer success world by authors like Joseph Pine, James Gilmore, and Joey Coleman to name a few. Most of this research has yet to make its way into net-new sales and marketing.
Buyers buy based on emotion. They use facts to feel confident (emotion) and reduce fear (emotion) about their decision.
Based on this line of thinking, here are a few questions:
Since buyers buy off emotion, what if we took the lessons of Customer Experience and applied them to the Buyer’s Journey?
What if the buyer’s journey was as focused on how we made the members of the buying team feel rather than just trying to arm them with knowledge?
How could this transform marketing and sales?
How could marketing and sales cooperate to create a memorable and meaningful Buyer’s Experience?
What if we replaced the term Buyer’s Journey with Buyer’s Experience?
Originally published on Darrell Amy's LinkedIn.
Are you looking for ways to scale your business? Welcome to the Revenue Growth Podcast with Darrell Amy. This is the place for business owners, sales leaders, and marketing professionals to get ideas an inspiration to drive exponential revenue growth. Each week you’ll get actionable insights from the world