What if the biggest growth lever in your business isn’t actually new sales? What if the real difference between a stalling $200 million firm and a smaller competitor that doubles in size within five years comes down entirely to growth and retention discipline within their existing account bases?
On episode 119 of AI Knowhow, we bring you the first half of a recent Knownwell webinar called Building a Revenue Engine Beyond the Sale. In the webinar, we show that these questions aren’t merely hypotheticals. They’re real-world scenarios that play out every year in the B2B services space.
Knownwell CEO David DeWolf and CMO Courtney Baker break down a tale of two companies to demonstrate how a smaller firm with world-class growth and retention strategies and execution can leave a larger, sales-obsessed competitor completely in the dust.
RevOps Lite vs. RevOps Lifecycle: A Case Study in Why Growth and Expansion Matters
In the scenario above, how long do you think it would take RevOps Lifecycle to surpass RevOps Lite? The answer may come as a shock. That $50M revenue gap separating the firms at the start of year one will completely vanish in under three years. And if you extrapolate the numbers out to five years, the situation looks even more dire for RevOps Lite…and even more promising for RevOps Lifecycle.
Banishing the Ghosts in the Revenue Machine
Why is it much more common for companies in B2B services to fall into the company A category than company B?
David and Courtney explore the frustrating paradox facing most B2B service firms: their pre-sales process is a high-tech science filled with well-defined processes, funnels, stage gates, and weighted probabilities, while the post-sales world remains a high-touch art managed mostly by vibes and manual spreadsheets.
This art form leads to a variety of different ghosts haunting your revenue machine, putting a drag on your ability to drive predictable growth and establish durable revenue in the process.
So, what can you do about it? Be sure to tune in to our next episode of AI Knowhow, where we’ll bring you part two of the webinar, which details how you can apply the same rigor and discipline to growing your existing accounts as you do to winning new ones.
If you’d like to go ahead and see the full webinar in its entirety, you can do so now by going to knownwell.com/revops.
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Show Notes
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- Connect with David DeWolf on LinkedIn
- Connect with Courtney Baker on LinkedIn
- Try Knownwell free for 30 days
- Schedule a guided Knownwell demo
- Follow Knownwell on LinkedIn
- Connect with David DeWolf on LinkedIn
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