CASE STUDY: Growing Revenue Without Growing Headcount

CASE STUDY: Military Veteran Assembles Elite Troop Of Salesforce Strategists To Help Businesses Skyrocket Their ROI, Maximize Sales Activity From Their Reps, and Design A Scalable Technology Stack…

Say goodbye to wasted time and missed opportunities with our battle-proven strategies…and transform your CRM into a revenue-generating machine!

If your current revenue operations systems are slamming the brakes on your business growth, this may well be the best thing you read all year!

Especially if you…

• Are watching your sales turn sluggish or stop completely.
• Have outgrown your current CRM system.
• Want to kickstart your revenue without increasing sales rep headcount.
• Have attempted to adopt Salesforce but are failing to maximize your investment.
• Are watching your sales team burn out, and you want to boost productivity and morale simultaneously.

If any of this sounds familiar to you, rest assured you’re in the right place. My team and I are excited you’re here!

In this guide, you will learn the sheer power a highly-optimized CRM system has to dramatically transform your revenue operations.

Together, we will uncover the damaging flow-on effects of disorganized systems, and why streamlining your revenue operations is crucial to getting those sales graphs trending upwards again.

Hug Your Customers Tight - Because Customer Love = $$$

Companies have always acknowledged the importance of cultivating positive client relations. “The customer is always right” is a sentiment that has been repeated ad-nauseum for as long as businesses have existed.

But as cliche as that saying is, striving to give a meaningful experience to customers is still a smart business move to this day - and the data backs it up.

Feeling unappreciated is the number one reason customers switch products and services. (New Voice Media)

How clients feel about their experience with you has the power to make or break your business.

And that’s a fact that a lot of the world’s most successful companies take very, very seriously.

Lisa Masiello, founder and CMO of TECHmarc Labs, sums this up nicely…

Nurturing your customer relationships is vital to your bottom line…

But I’m sure this is something you’re acutely aware of - that’s why you use a Customer Relationship Management system, right?

When used to their full potential, CRM systems have the ability to dramatically improve the way your team interacts with your customers. Keeping track of customer information and interactions allows your team to recall those tiny details, making your client feel listened to and above all, valued.

And it’s not just about current customers either - applying this ethos to prospective clients can mean the difference between gaining another stream of long-term, recurring revenue, or watching yet another opportunity slip through your fingers… 

This personalized and personable experience is easy enough to provide when you’re first starting out; a small handful of customers, each being made to feel respected and appreciated.

But then that small handful quickly turns into a large armful, and suddenly it's a struggle to carry.

The systems you put in place to manage 20 customers are just not cutting it now you have 200…2,000…and beyond. 

Your sales team is getting burned out, leads are getting forgotten, up-sell opportunities are being missed…

Sounds familiar, doesn’t it?  

Yeah, I thought so.

But it’s okay - you’re certainly not alone. I’ve heard this same story countless times before.

And, you’ll be relieved to hear, I’ve helped businesses out the other side just as many times.

But who am I?

Hi. My Name Is Jesse Grothaus, Proud Military Veteran and Creator of Rev Ops Advisory^TM…

I am proud to have served my country, having joined the military in 2007 as part of the Army. I then left in 2015 after earning my college diploma.

That same year, a horrific car accident left me with a traumatic brain injury. Unbeknownst to me at the time, that wreck would become the catalyst that changed my career path forever.

As part of my recovery, my doctor told me “I want you to learn new skills to help your brain heal”...

I’ve always had a desire to venture into entrepreneurship, and by coupling that passion with the key qualities that military training instilled in me, I made it my mission to learn Salesforce.

In four grueling (yet extremely fulfilling) months, I learned the skills to not only earn a top job, but progress onto becoming founder and CEO of Cloud Pathfinder Consulting™ in 2017…

Of course… I am nothing without an amazing team by my side.

Army veteran turned Salesforce architect. Coast Guard commander turned master project manager. And I’m beyond proud to mention my younger brother: Army airborne veteran turned lead solution architect!

Seasoned account executives with top notch tech experience. Solutions consultants renowned for being among the most innovative in their field. Entrepreneurs with nationally recognized Salesforce talent.

What do all of these have in common? They are a few examples of our skilled consulting team who are ready, willing and able to serve your business.

Many of our team members have military experience. Their ability to exhibit resilience, hunt solutions to complex problems, and pivot on demand are second only to their Salesforce knowledge…

Between their technical skills and business acumen, our team excels at helping clients design and implement the right system for your unique business needs, on time and within budget.

But don’t just take my word for it…

I was awarded both the Trailblazer Golden Hoodie award and the Salesforce Veteran Entrepreneur of the Year award at the 2017 Dreamforce conference.

Founder and Salesforce CEO Marc Benioff says “These trailblazers aren’t just thinking of their own success; they want to inspire others to take their businesses, and their careers, to another level.”

So, there’s a reason why you’re reading this…

Is it because your sales team is inefficient, burnt out, and experiencing record-low morale?

Is it because years upon years of hard-earned client data and lead information has turned into a mass of scattered and disorganized chaos?

Maybe it’s because the CRM system you invested in to be the wind in your business's sail, is now the anchor that’s holding it down?

More than likely, it’s all three…and then some.

You probably won’t be shocked to hear that these frustrations are echoed by businesses across the board. Watching on as your business growth begins to flatline is a disheartening experience…

At this point many business owners start to scramble, pointing the finger at anyone and everyone. So-called “lazy” sales teams bear the brunt of the blame - and it’s not surprising.

Salesforce data shows that sales reps only spend 28% of their week doing what their job title implies: selling.

And that’s down from 34% in 2018.

With figures like this in mind, the decision is made - reps get replaced, and team numbers get increased in a last-ditch attempt to just get the wheels moving again…

But nothing changes. Sales don’t budge, alarms go off, and the cycle continues…

All because, contrary to the beliefs of these business owners, sales teams are not to blame…

Systems are.

In reality, the “lazy” sales reps are often working overtime, and likely putting in a heck of a lot more work than their pay grade suggests - they are desperate to close more sales.

So what are they doing with the other 72% of their time?

Grappling with inefficient, ineffective, and infuriating systems.

Sales teams are spending the vast majority of their working hours on menial and mundane administrative tasks; data entry, lead management, and attempting to consolidate multiple sources of client information.

Time, energy, and money is being utterly wasted on activities that can be streamlined, automated, or altogether eliminated with proper use of high-functioning revenue operations systems…

“The first rule of any technology used in a business is that automation applied to an efficient operation will magnify the efficiency. The second is that automation applied to an inefficient operation will magnify the inefficiency.”

- Bill Gates.

When sales teams are forced to navigate broken and ill-fitting CRM systems, the flow-on effects have the power to bring businesses to a complete stand-still.

The overarching reason why faulty CRM systems have the power to stall sales growth is missed opportunity.

By the time your sales reps have managed to scrape together those crucial details to close a sale, the lead they were chasing has ridden off into the sunset, flanked by your more efficient and organized competitor…

Most businesses are able to identify their sales-debilitating symptoms, but struggle to trace them back far enough to treat the root cause.

You know your CRM and revenue operations systems are broken and overloaded. After years of band-aid solutions, you’ve hit an unbreakable ceiling. You’re at a total loss; where can you possibly go from here?

Myself and my Rev Ops Advisory^TM team understand the massive impact a highly-optimized CRM system can have on your business - and in our eyes, there’s one system that stands head and shoulders above the rest… Salesforce.

My troop and I are all highly experienced and fully-qualified Salesforce partners. We’re intensely passionate about Salesforce; we have witnessed its capability to fully revive business growth countless times over.

But there are numerous CRM systems out there - you’re probably using one already. So, why do we choose Salesforce over the rest?

Salesforce offers a myriad of distinct advantages over other CRM systems. Here are my top 5 reasons why we hold Salesforce so close to the heart of our advisory service:

1. Tailored Experience: With its wide range of customization options, Salesforce allows businesses to create a platform that suits their unique needs.
2. Growth-Oriented: As businesses expand, Salesforce can grow with them, offering the ability to add users, features, and integrations as they wish.
3. On-the-Go Accessibility: Salesforce offers a mobile app, providing sales reps with the ability to access customer information and the platform while out and about.
4. Vibrant Community: Salesforce boasts a strong and active community of developers, partners, and customers, providing businesses with access to a vast array of integrations and solutions.
5. Cutting-Edge Tech: With regular releases of new features and enhancements, Salesforce stays ahead of the curve, ensuring businesses are using the latest technology to get the most out of their experience

With benefits like these, it's easy to see why we’re so enthusiastic about what Salesforce can do for a business - it’s an absolute standout choice for companies looking to enhance customer engagement, boost productivity, and drive growth.

If you’re already using Salesforce (or at the very least, trying to…), these advantages are very likely the reason why you chose to implement it in the first place.

And if you’re here, reading this right now…you’re probably struggling to utilize its full power, and watching your business growth grind to a halt.

That’s why I created the Rev Ops Advisory^TM service.

So…at this point you might be asking,

“What is Rev Ops Advisory™?”

I’m So Glad You Asked…

Rev Ops Advisory^TM is our specialty done-for-you advisory service. We conduct a comprehensive audit of your revenue operations systems, and provide you with a bespoke strategy to reinvigorate your business growth from ground zero.

My team will carry out a tactical deep-dive into your business, bravely venturing into the uncharted territory that even your boldest sales reps do not dare to explore…

Once we emerge from the other side we will present to you our findings, with extensive coverage of areas including:

• The current state of your revenue operations; analysis of the systems you have in place and where your issues lie,
  
• The desired future of your business; your hopes and dreams for your business growth,
  
• The potential value of achieving that future; how getting your ducks in a row will multiply your revenue, and
  
• The roadmap; a thoroughly detailed outline of the major steps and systems required to help you get there.

Our dedication to a thorough exploration of your revenue operations is what truly sets us apart from the rest…

Advisory services are typically one small cog in a much larger machine; discovery and analysis gets rushed through as consultants hastily push you along to the implementation phase of their cookie-cutter plan.

You get assigned a one-size-fits-all strategy that is not only identical to that of their other clients, but is in need of constant alterations.

But not here…

Rev Ops Advisory^TM is a stand-alone service, meaning we can devote the time and space required to gather those sorely-needed details that others completely overlook… 

We curate your custom game-plan with the aim of foreseeing future roadblocks, and mapping out your path around them. Every step of our hand-crafted strategy is made-to-measure for your business - and not a single cookie-cutter in sight! 

We achieve this by deploying our patented 4-point procedure - Discover, Analyze, Recommend, Grow.
CODENAME: D.A.R.G

During this process, my team and I conduct a strategic technical assessment of your business’s revenue operations, with a laser-sharp focus on understanding your company’s unique pain points.

The objective? To provide you with a highly detailed plan of attack to solve your issues through the use of our CRM system of choice - Salesforce.

But we delve deeper than just the technicalities of your CRM - we also meticulously asses other vital revenue operations KPIs, including:

• Leads created and conversion rates
  
• Opportunities created and win rates
  
• Average length of your deal cycle
  
• Forecast accuracy
  
• Sales rep productivity

Trust me, we leave no stone unturned.

So, without further ado, let’s initiate CODENAME: D.A.R.G.

PHASE 1: DISCOVER

Our mission kicks-off with a comprehensive audit into your current business revenue operations.

We collaborate with stakeholders to gather documentation to guide our processes, and get talking about the distinct dilemmas that your business is facing.

And we don’t restrict ourselves to just sales and marketing; we cover all bases, moving across business lines to ensure we’re totally in-tune with your company’s troubles.

But it’s not all bad! A key component of this phase is defining your desired outcomes, allowing you to paint us a picture of your vision for your company’s future.

It is essential for us to understand your dream destination so we can build the most optimal path to get you there.

PHASE 2: ANALYZE

Phase 2 is where the technical abilities of my team really shine!

We conduct an extensive evaluation of your company’s existing tech stack, analyzing areas including:

• User roles
  
• Integrations
  
• Automations
  
• Customisations
  
• Admin configuration

Gaining an insight into how you use these systems enables us to identify any opportunities to streamline and consolidate your tools.

And if your team is not already using Salesforce, this process will greatly inform our final recommendations for implementing it.

During this phase, we also perform a data management assessment, casting a keen eye over your data to check for any duplicates or quality issues.

PHASE 3: RECOMMEND

Here is where you are provided with your highly detailed, actionable, and bespoke strategy. We develop this roadmap with two primary goals in mind;

1. Dramatic improvement of your revenue operations and its associated systems, and
2. Design of a technology base that supports your goals instead of hindering them.

We provide solutions across all areas of your revenue operations, so you can iron out those growth-delaying creases once and for all.

Included in our roadmap is a step-by-step timeline for setting our solutions into action, in addition to a cost-benefit analysis to put your mind at ease.

PHASE 4: GROW

Closing out our D.A.R.G mission is our growth assessment.

Remember when we spoke about other consultants providing cookie-cutter frameworks? Implementation of off-the-shelf systems in constant need of repair?

Phase 4 is how we combat this.

Scalability is vital to ensuring any revenue operations and CRM solutions put in place are genuine long-term remedies - if you’re here because your business has outgrown its current systems, this is something you know all too well…

We want to make sure our recommendations are flexible, and able to grow with your business as they kick your sales back into gear.

To do this, we evaluate the storage capacity and scalability of the technical solutions we provide to you, and suggest tech optimizations to future-proof your plan.

Rev Ops Advisory^TM provides a comprehensive solution that can help reignite the revenue stream of your business, gain a competitive edge, and elevate the experience of your customers.

Getting your revenue operations and CRM systems back on track will allow you to gain a deeper understanding of your clients and leads, enabling you to make data-driven, revenue-generating decisions.

By following our roadmap, you will gain accurate forecasting abilities, giving you the confidence and conviction to plan for the future of your company.

Our solutions will lift that ever-increasing weight off the shoulders of your sales team, leading to an exponential rise in efficiency and productivity. They will close sales sooner with a fraction of the stress.

Streamlined systems will result in smoother sailing; your clients and leads will be on the receiving end of an enhanced experience. Your chances of closing sales and garnering positive word of mouth will be enormously boosted.

The result? A more productive, profitable, and growth-oriented business.

So Now You Have A Choice…I Will Leave You With Two Options

Option #1: You go it alone…

After reading this page, you understand how integral CRM systems are to your bottom line, and that proper utilization of software like Salesforce can dramatically improve your business growth.

You can clearly see that something in your revenue operations is amiss…

Yet you choose to go it alone.

You decide to attempt to conduct an audit, rejig your current systems to fit your needs, and try to implement Salesforce effectively.

While this option may seem cost-effective, the reality is far from it…especially for the inexperienced.

Attempting to undertake a forensic operations analysis without proper systems in place can lead to missed opportunities, costly mistakes…and become a significant drain on your valuable time…

Especially when it comes to overhauling your CRM. From learning the complexities of your chosen software, to the amount of time it takes to properly set up, attempting a DIY implementation is a recipe for disaster.

Worse still is that any mistakes that are made in the setup are usually locked deep into CRM forever…I don't need to tell you how catastrophic that can be!

Option #2: You work with our team of Elite business strategists…

You realize that in order to get your business moving again, you need a solid game plan that drills deep into your revenue operations, and solves the root cause of your issues…once and for all.

However, you also recognise the sheer magnitude of this task, and that it’s probably best you get a helping hand…

But not from just anyone. You need a team that shares your vision for the future of your business, and is willing to dig deep into your systems to unearth the best path forward.

So you decide to give us a call. Great choice!

Our Rev Ops Advisory™ service is 100% bespoke.

Unlike our competitors, there is DEFINITELY NO COOKIE-CUTTER FRAMEWORK. It’s what separates us from the rest of the pack…

This is why we can guarantee to pay attention to all those tiny details that can often be taken for granted. And it’s what allows us to go deeper into your business than our competitors…so we can measure twice and cut once!

With our team, you are getting an Elite troop of strategists who will roll up their sleeves and get the job done…

NOTE: When it comes to our Rev Ops Advisory™ service, we just don’t work with anyone and everyone…

While we are passionate about helping businesses put systems in place that help unlock growth, multiply their top line revenue and increase their teams efficiency…

There are certain criteria for that call to make sense for you, as well as making sense for us.

So please do not book a call if…

• You haven't yet decided that an advisory service is going to be your weapon of choice, and you prefer to stick to the time-consuming and inefficient band-aid solutions your business currently has in place.

• You’re happy with the current process and progress on your business roadmap…then I don’t think you need to talk to us right now.

People who should book a call are ones that…

• Are committed to taking your business to the next level, and maximizing every opportunity for growth and success.

• Are dedicated to enhancing collaboration between your sales, marketing and customer service teams.

• Are fanatical when it comes to the power of real-time insights and data-driven decision making.

We have time set aside in the next few days to speak to you personally about your needs and requirements.

There’s only so many people we can talk to on any given day, so go ahead and click the link above to book your call now!

During this FREE 30-minute diagnostic meeting, you will be expertly guided through our three-step evaluation process. It’s a 100% RISK-FREE meeting, to give my team the opportunity to show you how we can help you make 2023 your best year ever!

There’s no obligation, no “used car salesman” tricks, no arm-twisting and definitely NO sleazy sales tactics…

This meeting is purely for introductions and high-level discussion about your current situation. You’ll have the opportunity to evaluate while we determine if our services can help your company achieve its goals.

Then, IF you want us to help you, and we both agree it’s a good fit, we can create the plan, and outline how my elite team are going to really dive deep in with your business.

My gut feeling is that if you’ve read this far down the page, then we can both agree that something in your Customer Relationship Management system could be better…right?

• Maybe you don't have enough time or skills to teach your team to use your current CRM effectively.
• Maybe your team is becoming increasingly slower when it comes to identifying and capitalizing on income generating opportunities.
• Maybe the systems and technologies you have in place are not effective or well received by your stakeholders (we see that A LOT).
• Maybe your team simply believes that Salesforce will not do what they need it to.

Whatever CRM challenge you’re running into, I promise you we’ve seen it, we’ve coached on it, we’ve trained on it, and we know how to fix it. Let us help you…

One last thing… I want you to make me a promise.

Obviously I’d be highly disappointed if you got this far down the page, and still decided to not schedule your FREE 30-minute Diagnostic Meeting with one of our Rev Ops Advisory™ strategists.

I genuinely feel that without our service, you will be missing out on maximizing your client and lead information, streamlining your sales processes, and ultimately, driving the growth of your business.

Our Rev Ops Advisory™ service will help your business use its data more effectively, which leads to improved performance and increased revenue…AND we’re equally as excited to help you streamline processes and improve the overall efficiency of your team, leading to cost savings over time…

In other words, I HIGHLY encourage you to book a call with me…

However, even if you don’t decide to take advantage of our service, I want you to promise me that you will take the necessary steps to make the most of the current system you have in place.

Even just a few small tweaks or improvements can have a big impact on your business. To get started, here are a few free tips I want to share…

• Get organized. Take the time to clean up your customer data, so you have a clear and accurate picture of the KPI’s inside your business.
• Automate tasks. Where possible, find ways to automate repetitive or time-consuming tasks, freeing up more time for you and your team to focus on growing the business.
• Utilize analytics. Make use of the data and insights provided by your current customer relationship management system, to make informed decisions and drive growth.
• Stay up to date. Keep up with the latest industry news and best practices to make the most of your operations system.

By taking advantage of these tips, you'll be well on your way to maximizing the value of your customer, and driving business success.

Regardless of your decision, I sincerely wish you and your team all the best in your business endeavors.

Jesse Grothaus

Cloud Pathfinder Consulting™