It's hard to build a big business by doing small transactions. So find a way to double the transaction size.
A good tip is to invest in your current customers. If you can get each customer to buy twice as much from you, your company will double its revenue. And when you combine this initiative with doubling the number of leads you generate, you will quadruple your revenue.
So if you can work on doubling your average sales volume while finding and closing twice as many deals, you’ll create momentum in the right direction. Start by asking yourself: What do I need to do to close deals that are 10X larger than my current ones?
The lessons in the book Hypergrowth indicate some suggestions:
Find out what you need to do to get further – add account buy weight loss leads management capabilities, enter into reseller agreements with major partners, engage consultants?
identify which companies need it so much that they are willing to pay large sums per year;
add another product that adds value and allows you to charge a high price for it;
Make it easy and inexpensive for people to learn about you and your product. A great and low-cost tool for this could be an e-book.
learn what is involved in going after companies with hundreds and thousands of employees, to identify the pros and cons;
Remind your salespeople that their true role is always to create value for customers – and teach them how to do that.
5- SERVE YOUR SENTENCE
If you have a deadline in mind, know that it will take years longer than that... Don't give up too soon and don't let a difficult year get you down. Be prepared to serve your time.
The main insight of the book is, endure the “infernal”, where it seems that everything may be unfavorable for growth, and continue persisting until the end, with the thought that it is not easy, but we can endure, always being ready for any unforeseen event.
In “The Hard Thing About Hard Things,” Ben Horowitz reiterates this point. Every day, you’ll read about startups that have achieved success. But not all of them mention the hard work and patience that went into it.
Therefore, among the lessons in the book Hypergrowth, Jason and Aaron suggest that you do the exercise of asking yourself the following questions:
Am I ready for this?
Can I endure a year of hell?
Can I understand that success is not an easy path?