234 The One About How To Align Sales and Marketing To Drive Accelerated Growth

Scaling UP! H2O

Darrell Amy knows how to help businesses grow. Rolling up his sleeves, he works behind the scenes with executives, sales leaders, and marketing professionals to develop and execute revenue growth strategies. He knows what works and what doesn’t, and he is sharing this information in his new best-selling book, Revenue Growth Engine: How To Align Marketing and Sales to Accelerate Growth.

Over the past 27 years, Darrell has been a leader in sales and marketing, giving him a unique perspective on sales and marketing alignment. In sales, he has trained over 1,000 salespeople and developed training programs for multiple Fortune 500 companies. Since 2004, he has also led a marketing agency, helping companies leverage the latest digital marketing strategies.

As a member of the Forbes Business Council and the C-Suite Network Advisors team, Darrell advises executives on ways to grow. He co-founded Convergo, a firm that helps companies align marketing and sales to drive growth. Darrell is the host of the Revenue Growth Podcast and the co-host of the Selling From the Heart Podcast. As a board member of several non-profit organizations, Darrell is especially passionate about helping companies increase revenue so they can give back to their communities and impact the world.

Bottom line: Darrell Amy is going to teach us how to align sales and marketing to drive accelerated growth.

Your roadside friend, as you travel from client to client.

-Trace

Timestamps:

Connecting with associations and upcoming events in 2022 [1:30]

Introducing Darrell Amy, best-selling author [7:00]

Where does revenue come from? [10:00]

Sales and Marketing working together [13:00]

The importance of Processes [20:00]

Visualize the customer experience and measure success with metrics [26:20]

Growth goals using the Ruler Method [32:39]

Lightning round questions [38:33]

Thinking On Water With James [45:45]

Thinking On Water With James: Damaged underdrains in a water softener

In this week’s episode, we’re thinking about damaged underdrains in a water softener. What purpose does the underdrain serve? What troubleshooting steps could you take to determine if a softener underdrain is damaged before you have to remove the resin and gravel? What makes you suspect the damage, and what other causes can be ruled out first to save you time? What can damage a softener underdrain? Take this next week to think about and understand underdrains in softener units and their performance.

Quotes:

“Every business has an engine. That engine is the sum total of your Sales and Marketing efforts moving towards growing the company.” - Darrell Amy

“Revenue is the lifeblood of business. It allows us to fund new projects and fund new growth.” - Darrell Amy

“Revenue opens up opportunities.” - Darrell Amy

“Marketing is the message of the company to a prospect, and the Sales Team is communicating one to one with an individual prospect.” - Darrell Amy

“Buyers don’t buy products and services; they buy the outcomes your products and services enable. So what outcomes does your client want?” - Darrell Amy

“What do we want our customer’s journey to look like? Think through those stages.” - Darrell Amy

“The selling doesn't stop when you get an order. The selling just begins.” - Darrell Amy

“Number of clients and revenue per client helps you to set goals.” - Darrell Amy

Connect with Darrell Amy:

Phone: [phone]

Email: [e-mail]

Website: www.revenuegrowthengine.net

LinkedIn: in/darrellamy

Podcast: Revenue Growth Podcast

Podcast with Larry Levine: Selling from the Heart

Links Mentioned:

Submit a Show Idea

AWT (Association of Water Technologies)

232 The One Where We Celebrate What We Learned In 2021

204 Pinks and Blues Questions From The Nation! Being Profitable

Entrepreneurial Operating System

Convergo

The Rising Tide Mastermind

Events:

European Smart Water Utilities 2022 Exhibition and Conference – January 26 to 27

International Conference on Wastewater Treatment Processes and Water Quality – January 28 to 29 (New York, NY)

Books Mentioned:

Revenue Growth Engine by Darrell Amy

Start With Why by Simon Sinek

The Infinite Game by Simon Sinek

Building a StoryBrand: Clarify Your Message So Customers Will Listen by Donald Miller

Selling from the Heart by Larry Levine

Traction: Get A Grip On Your Business by Gino Wickman