This Services Business DOUBLED Its Sales Revenues In Just A Few Months. Here’s How They Did It.
“Every entrepreneur faces moments of doubt and challenge. It's in these moments that the right guidance can transform not just a business, but a life. It’s what can be achieved when you partner up with the right adviser.”
Peter Strohkorb
Below is the true story of the owner of a mid-market specialist B2B services business in Australia, and the surprisingly short journey that took him from the brink of closing his business to finding a place of growth and renewed purpose.
This is a true story.
1. When We First Met
The owner of this specialist B2B services business was referred to us by a mutual senior executive contact.
When the business owner and I first spoke, he was at a low point. His business was struggling, the lack of progress was eating away at him. He was weighed down by stress and frustration, and he confessed that he was considering shutting it all down and returning to a regular job.
He described his situation with clear signs of resignation, revealing that his business had less than six months of "runway" left before the money would run out. The uncertainty of what lay ahead made it hard for him to see a way forward. His passion for his business had been dimmed by the constant fear of failure and the heavy toll it was taking on his personal life.
His mind was in a fog, unable to see a clear way off this terrible emotional rollercoaster.
2. What We Did Together
We decided to work together and implement my Buyer-Focused Selling framework. This approach meant shifting his focus from merely selling services, to understanding and addressing the specific needs and desires of his buyers. It required a change in mindset, from pitching what he had to offer, to solving the problems his customers were facing.
Among other details, we…
Identified his ideal customer profile (ICP) across five different criteria
Agreed the best places to find and engage these ICPs
Learned how to differentiate this business and fend off competitors
Developed an effective prospect engagement strategy
Established a customer-first culture and promoted our great customer experience
Created a winning sales closing formula
Implemented a referral selling system that brings a stream of repeat business and new prospects
The first few weeks were a serious test of patience and perseverance. We started by analysing his current sales approach and identifying where he was missing the mark with his buyers. We worked on crafting messages that resonated with his target market, demonstrating not the features of his services but the outcomes his customers could expect. He learned to ask the right questions, to listen more, and to position his business as a partner that could deliver meaningful customer results.
There were moments of doubt, times when it felt like progress was slow. But then, after only a couple of months something incredible happened.
3. What Changed
The results came quicker than expected.
We closed a big new deal, one that not only solved his immediate cash flow problems but also brought a new sense of momentum and energy. It was a victory, a much-needed win that reignited my client’s confidence.
With this success under his belt, my client didn't just stop there. He continued to apply Buyer-Focused Selling principles, and within a few months his business was on a growth trajectory.
The turnaround was remarkable.
My client found himself in a position he hadn't imagined possible just a few months before:
Revenue doubled and the once-bare pipeline was now filled with promising new opportunities.
In fact, my client had to add staff to keep up with the growing demand.
Within a couple of weeks of working together, he closed a big new deal that immediately solved his nagging cash flow issues. This win was a game-changer: It not only brought in much-needed revenue for the business, but also reignited my client’s confidence and faith in his abilities. From there, things only improved. Within just a few months, he had doubled his sales revenue and built a strong pipeline of new opportunities.
And the impact extended beyond the business.
For the first time in many years, he was able to take his family on a Christmas holiday. This wasn't just about financial success; it was about reclaiming his life and finding work/life balance. He now had the time and freedom to work on his business, rather than being consumed by it, while also allowing him to spend more quality time with his family.
His business is now thriving, and he even had to add staff to keep up with the demand. The change in his demeanour is also palpable, gone is the stressed, uncertain and doubtful entrepreneur. In his place is a confident, focused leader who not only turned his business around, but also found a renewed sense of purpose and joy in his work and personal life.
This is a true client story. But it’s not just about business success.
It's also about reclaiming hope, purpose, and the things that matter most in life,
particularly when you partner with the right adviser.