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Add corporate value through good selling

Add corporate value through good selling

If you are looking to ensure your selling delivers increased company valuation and an enhanced exit for investors there is much that can be done. Here are some examples:

Increase Profits

5% increase in customer tension delivers 25% increase in profits (Fred Reichheld at Bain & Con).

Recurring income

Recurring income is valued at least x3 as episodic income.

Over-Concentration

Over-concentration (typically max 15%) on any one key account reduces corporate value.

Lifetime Value

But >90% of customer lifetime value sits in the top 20% of customers (Kumar & Shah)

Sales Strategies

Multipliers are significantly affected by sales strategies.

NPS

Net promoter Scores (NPS) give investors significant comfort about (and value of) the of the customer portfolio.

5% increase in customer tension delivers 25% increase in profits (Fred Reichheld at Bain & Con).

Recurring income is valued at least x3 as episodic income.

Over-concentration (typically max 15%) on any one key account reduces corporate value.

But >90% of customer lifetime value sits in the top 20% of customers (Kumar & Shah)

Multipliers are significantly affected by sales strategies.

Net promoter Scores (NPS) give investors significant comfort about (and value of) the of the customer portfolio.

Lloyds Development Capital described its exit from Texthelp: “In December 2020, LDC exited its investment in Texthelp … following a period of significant growth. During the 18-month partnership, revenues at the business increased 40 per cent from £19m to £27m, with a strengthening pipeline of prospective new customers.” SalesLevers supported this growth with a sales development programme for the UK, European and US teams.

SFG exists because we believe good selling does good – good for the customer, good for the company and its stakeholders, good for the individual salesperson. Good selling means two things: selling with integrity and selling with professionalism. In a business world that is changing rapidly and radically the strategies, processes and skills that have served in the past need to change to deliver winning results in the future.

Research, Insights and Analytics
Development, Processes and Tools
Recording, Reporting and Forecasting

Selling is Changing Let’s Work Together

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