BINDER #011 - Sales - Why Many Missed Their Revenue Targets in 2024... Including Me 😱
2024 was the "weird year."
It's not the most inspiring adjective, but I heard it said many times in 2024.
I haven't really been in business long enough to know if that is a normal election year occurrence.. but I suspect that is part of it.
Many businesses missed their revenue targets - even the 'big guys'.
We did, too... but I know exactly why. And, I think there's a chance you may have the same reason:
We didn't do enough outbound sales work.
Outbound Sales
We live in a very "loud" world when it comes to web development, SEO, PPC ads, and organic reach. These concepts are now common knowledge. Anyone can do some research on YouTube to learn how to funnel more customers to your business, either organically or through paid advertising.
It is common for businesses under 7 figures of revenue to rely heavily on inbound traffic to their business. After all, if someone googles "SERVICE in AREA", and you come up first... you're going to win some business eventually.
2024 exposed something critically important - when businesses are tightening the reigns on spending due to elections, macro-economics, or any other reason, the inbound leads dry up fast.
It then becomes critical to generate your own revenue opportunities through prospecting new customers, upselling existing customers, and networking to find new business opportunities.
Outbound Doesn't Have To Be Terrifying - But It Is a Skill.
If you were one of the many companies that came up short on the top line of the income statement, this is the perfect time to get seasoned up on outbound sales.
If you're reading this the day it lands in your inbox (January 27th) AND you are attending PAVEX... make sure you prioritize some of the classes that discuss sales. There are great sessions throughout all 3 days.
If not, consider some other courses or mentors who can help you with this. If you want some referral options, send me a message and I will help. I might even be in a position to work with you 1-on-1.
If you want to go the less expensive route, pickup some books on sales. Here are my favorites:
New Sales: Simplified - Mike Weinberg
100 Million Dollar Offers - Alex Hormozi
Little Red Book of Selling - Jeffrey Gitomer