Ep51 - How Kevin McCann took a company from $6m to $60m in 18 months

The Front Line - Sales and Marketing Podcast

Want to find out how to grow your business 10x in 18 months? Join us on this episode where we get incredible insight from the man who helps entrepreneurs grow their businesses

Kevin McCann started off as an inside sales rep and grew through the ranks until he got to a position where he could create the strategy for a business to grow.

Unsurprisingly, Kevin focused on understanding his customers' problems, the impact of their problems on their own business, then suggested a solution that was relevant and proportional to the value of the impact on the business.

As President and CEO of the Executive Strategy Group in Portsmouth, New Hampshire, USA, Kevin specialises in strategy, marketing and sales for high-tech companies.

Kevin shares the strategies that he uses to build massive revenue in a short time. He talks about how to stand out in a competitive market and to get the right mix of activities to make sales grow. He talks about having a defined niche and selling proposition that puts the customer first.

He talks about how to do technical sales without needing a technical sales specialist in every meeting. Showing sales reps how to ask the right questions to move the prospect forward with the right allocated sales resources.

Kevin talked through what he calls the Highlighter test to make sure your website is going to do a lot of the sales heavy lifting for you.

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