At Reach Revenue we have one primary objective; to make sure your business achieves its sales revenue goals. But to achieve this seemingly simple objective requires a great deal of innovation, hard work, an eye for detail, and the experience to make the optimal decisions which will reap rewards.
Reach Revenue’s Directors, John Linney and Nik Smith, have, based on their combined four decades of senior sales and marketing leadership working with some of the UK’s largest brands, refined a methodology for working with any SME business, which reliably and consistently leads to a growing loyal and committed client base.
In this article, we will explain the protocol used by Reach Revenue to gain maximum levels of business performance for their clients, and why their approach is different to traditional consultancy service providers.
Recognising the need for change
The business landscape in the UK has changed considerably in the past decade, but increasingly so in the past five years. Modern start-ups and existing enterprises faced with smart and innovative competition have had no choice but to become as lean, agile, and adaptive as possible. Add to this the rapidly shifting sands of the political climate, and it is clear that to strive and thrive, businesses need to achieve a competitive advantage with less resource and cost.
It is for this precise reason Reach Revenue adopted a Consultancy as a Service (CaaS) approach; meaning clients only pay a zero-risk fixed monthly fee for the benefit of best of breed expertise to shift their marketing and sales performance to the next level.
Not only do we understand the need to provide external expertise in a manner that protects precious resources and finances, but we also recognise the need to tailor our approach to the needs of each client. One size does not fit all; just because one set of parameters work to target clients with a specific need for a product or service in a given industry, doesn’t mean we should blindly repeat the same approach for all others.
‘You will never be able to hit a target that you cannot see’
The Canadian writer, Robin Sharma, author of ‘The Monk Who Sold His Ferrari’ and ‘The 5am Club’ is a renowned expert in business leadership. His mantra that ‘you will never be able to hit a target that you cannot see’ applies as much in the world of commerce as it does in personal and sporting life. At Reach Revenue, we realised early in our careers that many businesses possessed only the vaguest notion of who their prospective clients were. Or they if they thought they knew, it quickly transpired they were often wrong.
We discovered that clients often see their business incorrectly; for example, thinking they were a food company, but in fact, their expertise was in logistics, or their internet start-up was more about human psychology than software development. As outsiders coming into to drive your sales and marketing, we will challenge how you see your business, and ultimately what you do.
At the core of Nik and John’s successful approach is a data-driven life-cycle comprising of five key stages:
Awareness – making prospective clients aware of your business, products, or service offering
Attraction – positioning your offerings as desirable within the mind of prospective clients
Engagement – making contact with prospective clients
Conversion – gaining the sale
Retention – keeping your clients for the long-term
By breaking down the challenge of gaining long-term and loyal clients into a series of logical steps, each underpinned by detailed analysis of your business data, we will drive your sales success; iteratively refining and improving the results each month.
In the current era of sales and marketing, a scientific approach, with a close eye for detail is key.
To use an analogy of our approach, consider the Derby-based Huub Wattbike track cycling team, a small amateur team of highly talented cyclists. From nowhere Dan Bigham and his small team have become the ‘Cool Runnings’ of the cycling world, challenging the very best in the world. How? The root of their success is in Dan Bigham’s experience as a former Mercedes F1 engineer and his previous success in track cycling. As anyone who watches F1 racing will know, teams use vast amounts of data to make and test tiny changes to gain advantages. But by adding up all of the minute gains, large gains overall are achieved.
Our use of carefully constructed A/B marketing testing to see the real-life differences between different ways of doing things can reap enormous rewards. Most marketing and sales functions fail to apply this scientific rigour; however, this is precisely what can make the difference between a completely failed campaign and a roaring success. To achieve this, we hold all possible variables constant, and vary just one to see the effect – very much in the manner of a research scientist. By analysing data at the micro level, we can see if even the most minor changes make a difference at any stage of our lifecycle.
Our experience will translate to your success
There is no substitute for experience, and this is something John and Nik have in considerable quantity in their respective fields. John Linney has been in the position of company director and sales director for the past 26 years, in the FinTech, IT Services, Creative Communications, Financial Services and Event Management sectors. During this time, he was central to the success of IPO’s, trade sales, acquisitions and fundraisings. Nik Smith has been in senior marketing leadership roles for the past 20 years, working for household names such as Sage, Microsoft and Macmillan Cancer Support.
For a capped monthly fee, we will design and execute a marketing and sales strategy which is tailored specifically for your business. And with careful measurement and refinement, we will be pivotal in the success of your venture or project. Our business depends on your success; therefore, you can be assured of our determination and resolve to achieve and exceed your revenue goals.
Reach Revenue works with business owners, leaders and investors to develop high performing sales and marketing teams aligned to the strategic objectives of their business. To find out how we can help you, please call 0203 858 8030 or email firstname.lastname@example.org