1 rich Libsyn https://www.libsyn.com 90 600 In This Episode Sometimes the biggest growth opportunity isn't finding more customers. It's creating better habits around the customers you already have. In this episode, Adi Klevit interviews Craig Wigginton about creating consistent organic growth through proactive communication. Craig explains that many established companies already have the people, customers, products, services, and infrastructure necessary to grow. The missing piece is often a systematic way of proactively strengthening relationships and uncovering opportunities within the existing customer base. Craig shares how he helps organizations shift from a reactive culture to a proactive one. Customer-facing employees meet in a weekly huddle, identify the right people to contact, and complete specific proactive activities Craig calls “swings of the bat.” These conversations might include educating customers about additional services, asking what projects are coming up, identifying business currently going to competitors, advancing opportunities, or asking for referrals. Instead of leaving growth to chance, the organization creates a repeatable cadence around the behaviors that produce it. Adi and Craig also discuss the importance of measuring both activity and results. Revenue is a lagging indicator, which means that by the time leaders realize they're missing their targets, it may already be too late to correct the underlying behavior. Tracking proactive conversations gives leadership visibility into the effort happening before the revenue appears. When the right mindset, questions, cadence, measurements, and processes work together, proactive growth becomes a habit rather than an occasional sales push. &amp;nbsp; Systems Simplified http://systemssimplifiedpodcast.com/ <iframe title="Libsyn Player" style="border: none" src="//html5-player.libsyn.com/embed/episode/id/42939867/height/90/theme/custom/thumbnail/yes/direction/forward/render-playlist/no/custom-color/88AA3C/" height="90" width="600" scrolling="no" allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen></iframe> https://assets.libsyn.com/secure/item/42939867