Gain clarity, discover blind spots and achieve better results.
Our revenue audit is essentially a ‘fitness check’ that will help to establish how well equipped your business is to meet future objectives.
About the Revenue Audit process.
The Audit is based on a conversation – a very informal interview if you like. We’ll spend time asking you about the six areas below. This will help us to understand what you’re great at, what’s OK and what needs a little love.
It is important to know about your market and your competitors as that help you define an offer that is attractive and desirable.
Know your strengths, weaknesses & where to focus your effort.
Our audit will help you to gain clarity on the state of your revenue generation and list out what could be done to drive efficiencies and mitigate lost opportunities.
Going through the ‘process’ is very revealing in itself. It gives a fresh perspective on your business. It will enable you to see your business/organisation through the eyes of an outsider, and discover blind spots, or unhelpful processes and practices. This will allow you to identify gaps in resources or expertise and show you where to focus your time, efforts and money to achieve better revenue results.
Let's work together!
You don’t know what you don’t know. That’s OK. Running a business or team is hard, there is always something, or someone needing your attention. Unless you spend all day every day looking and analysing your entire revenue generation process it’s likely there will be inefficiencies, missing steps and lost opportunities. That’s why we’ve designed our Revenue Audit. We have worked with hundreds, if not thousands of companies and business owners over the years, and we think we know a bit about the revenue process as a result. Our audit will help you to gain clarity on the state of your revenue generation and list out what could be done to drive efficiencies and mitigate lost opportunities.
The Audit is based on a conversation – a very informal interview if you like. We’ll spend time asking you about the six areas below. This will help us to understand what you’re great at, what’s OK and what needs a little love. At the end of our conversation, we’ll pull together a report that outlines each area along with recommended actions that you could do to make things better. We’d love to help with some of those jobs, but now you know what needs to be done, you can work on allocating the right resources to move forwards.
What is covered in the Revenue Audit?
1. Revenue goals and objectives
This is where we find out about your goals and objectives. Are you at the start of your business journey looking to make your first bit of revenue? Or are you seeking a step change in revenue growth? Maybe you have lots of leads but just can’t convert? By spending time to understand what you are trying to achieve, we can make sure that the advice we give remains focused on getting you to your goals.
2. Customer intelligence and insights
They are our lifeblood, they buy our products and services. But they can do more than that, they can help us to build better products, to implement changes and improve our service and support. In order to do that it is important to know all about them: their likes and dislikes, their thoughts on us and our offer, why they buy and why they don’t. The audit helps us to understand how much you know about your customers and how much that influences your decisions. We often find people know more than they think, but struggle to use that knowledge to drive revenue.
3. Market condition and competitors
Unless you are the only person in the world selling your product or service, it is likely you’ll have competitors. These can be direct competitors, companies selling the same or similar products or services, or indirect competitors competing for the same customer dollar. It is important to know about your market and your competitors as that help you define an offer that is attractive and desirable. We’ll dive into your level of market insight and customer understanding and see if it can be improved.
4. Lead Generation – people, process, reporting and technology
The first digital step in the funnel. We need to find people that are interested in our offer, this can be done in many ways from old fashion cold calling to targeted digital advertising right through to referrals from friends. By looking at your current lead generation process, (or lack of!) we can begin to analyse opportunities that could be leveraged to drive more leads and/or reduce the cost you are paying per lead.
5. Prospect nurturing and development – CRM, analytics and journey management
How do you take a lead and help them to make the decision to purchase? What systems, processes, technology and people do you have in place to support this journey? Again we’ll find out and begin to uncover your strengths and weaknesses and work out what needs to be done to convert cold leads into hot prospects.
6. Sales Conversion – process, training, support and payment
The money, the grease that makes the wheels turn! What are your sales processes like? Are you converting leads and prospects into customers? Do you have the right people and technology in place to make a sale? By understanding your approach to sales we can uncover any gaps or improvements, we can work out what’s needed to drive your conversion rate.
At the end of the process, we will give you a report that outlines our thoughts on your performance in each area. We will score your current revenue performance and give you a list of prioritised recommendations that will increase your revenue.
What our customers say about us!
Leading Edge manages our customers end to end. Selling, upselling, cross-selling, delivery and training of some of our people. They feedback on any trends, consumer insight or product opportunities. And they really partner with us to make sure we maximise the opportunities both for our customers and for Spark.
Companies that add the human touch to digital sales consistently outperform their peers. They achieve five times more revenue, eight times more operating profit, and, for public companies, twice the return to shareholders.
It is rare to find a partner with a such clear vision on how to drive value from tools such as salesforce.com. You should be proud of the team you have and the experience and knowledge they have built around the salesforce.com toolset.
Leading Edge develops a sales culture that motivates the team to achieve results.
Leading Edge have been amazing in their delivery and performance across the board. From project delivery, implementation of technology and migration of data they have provided a professional service with attention to detail, great advice and key recommendations for the business.
Every interaction with Leading Edge has added value to our business processes and systems. They've responded enthusiastically to any request for support, question, or challenge we've faced, and offered viable solutions in a timely and thorough manner. We've been trained to use HubSpot effectively and are confident in applying its tools to gain sales and manage our customer relationships proactively.
Leading Edge came to help us with Lead Generation, or what we call first connections ... outsourcing something that is very precious to us. It worked because they are local, they see the same news as us...they invested in understanding our story and the current market conditions.
The impact made for us was significant... it's a good feeling knowing that Leading Edge is out there telling our story day in and day out.
Leading Edge is part of our culture, part of our family, and part of our team.
Relationships are everything... we externalised our sales and Leading Edge did a great job.
They don't come in to change us, they came to be a part of us... They really put their money where their mouth is.
What was appealing to me was it all came in one package... Leading Edge helped me attract customers and helped me convert customers, so I could focus on building capability.
Leading Edge invested in training and quality control to look after my brand.
Unlike other agencies, you're dealing with really pragmatic people focused on outcomes.
Leading Edge helped us understand our market and channel... They were the only business who could deliver in scale and in a short time frame.
They grew really good relationships & trust.
Leading Edge made a commitment to understand our business... We gained a lot more insight on the channel and the market and gave our team confidence... with 15% increase in sales within 6 - 8 weeks.
Leading Edge beat our target, made money for us, picked up leads we couldn't do for ourselves.
It's not sales results, it's how you sell... Leading Edge sells in a way, our values... getting 5-star reviews on our behalf.
I've worked with Leading Edge for 5 years and haven't regretted it... they're so open to being a real partner.