Unlocking the Key to Revenue Growth

📉Maintaining revenue year-over-year is great, but it’s not enough💸
Take a recent scenario: a salesperson celebrated maintaining a $100,000 account with Cisco, evenly split between digital and event budgets. Celebrating the win isn’t enough; a closer look revealed a troubling shift-$40,000 in digital (went down by 10K) and $60,000 in events (went up by 10K). 📉🔍
This shift signals deeper issues. Typically, digital and event budgets are distinct within companies. The reduction in digital spending by $10,000 likely went to a competitor. This is a sign that somewhere you’re failing, and if you don’t read these signs - and take steps to improve - you’ll see more losses. 🚨📊
As business leaders, we must dig deeper than surface-level metrics. The key lies in not just retaining a client but growing its potential. Each account's composition tells a story of client trust, service adequacy, and competitive dynamics. As revenue-critical leaders, we need to focus on understanding any shifts to prevent long-term impacts on our brand and customer relationships. 💼📈
How do you approach analyzing shifts in client spending? 🤔💡
Heather Holst-Knudsen
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We create content every day about data-driven revenue growth, profitability and enterprise value creation. Join The Revenue Room™ by H2K Labs and gain access to research, playbooks, use cases, and invitations to boot camps and in-person events. Link to join in the comments.
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