In the dynamic world of business, achieving growth and success requires more than just a great idea. It demands strategic planning, adaptability, and collaboration. In Episode 18 of COLD ONES Brian Birkett, we delved into the intricacies of creating strategies to elevate businesses to new heights. Here are some key takeaways from our discussion.
Brian emphasizes the importance of understanding what you’re trying to prove and accomplish in the early stages of business growth. This involves setting clear, attainable goals and ensuring alignment with other executives. In the beginning, the focus may not necessarily be on revenue but rather on gaining momentum and proving the viability of your product or service.
Strategic planning in the early stages of a business requires a partnership with other executives. Brian highlights that agreeing on the primary objectives, whether it’s acquiring new customers or proving the ability to sell, is crucial. For instance, the initial goal might be to secure two customers by the end of the quarter, regardless of the revenue generated. The idea is to demonstrate that there is a market for what you’re offering.
One of the key insights from Brian is the necessity of flexibility in goal setting. In the early stages of a business, setting annual goals can be unrealistic because of the unpredictable nature of startup growth. Instead, Brian advocates for monthly goals, which provide a more manageable and adaptable framework for measuring progress. This approach allows for quick adjustments and continuous striving towards achievable targets.
Brian shares his experience with LeanData, where experimentation played a vital role in scaling the business. He advises running experiments in pairs to gain meaningful comparisons and insights. For example, when transitioning from founder-led sales, Brian brought in pairs of Account Executives (AEs) and Sales Development Representatives (SDRs) to compare results and refine strategies. This method extends to testing different outreach approaches, such as shifting from email to phone-based outreach, and comparing the performance of internal versus outsourced SDRs.
The journey of growing a business is one of constant evolution. Brian’s approach involves setting stretch goals and continuously changing them as the business achieves milestones. This iterative process ensures that the business remains agile and can quickly adapt to new challenges and opportunities. The ultimate aim is to identify what works best and scale those strategies effectively.
Our conversation with Brian Birkett sheds light on the importance of strategic planning, collaboration, and flexibility in business growth. By understanding early goals, partnering with executives, setting flexible targets, running experiments, and continuously evolving, businesses can navigate the complexities of growth and achieve long-term success. Brian’s insights provide a valuable roadmap for any business looking to take the next step in its journey.
If you’re interested in learning more about creating effective business strategies and gaining insights from industry experts, be sure to check out our latest blog posts and stay tuned for more conversations with leaders like Brian Birkett.
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