Betsy Richard Consulting

06/04/2026

Here's a quick exercise worth trying with your sales team this week.
Ask each rep to estimate what percentage of a customer's total purchasing your company is capturing.
Then ask the customer the same question.
The customer's number will almost always be lower. Sometimes significantly.
That gap — right there — is where millions in revenue quietly disappear every year.
And it's not because your team is complacent. It's a specific bias in how salespeople read their relationships.
Reps naturally talk most often to customers who bring them problems. Those relationships feel deep and active. But managing someone's problems well and capturing the majority of their business are two completely different things.
When a rep sees that gap for the first time, something shifts. The question stops being "how do I find new customers" and becomes "how do I serve the ones I have more completely."
That's a far more sustainable place to grow from.
For sales leaders, here's what this means in practice:
1️⃣ Wallet share is worth tracking explicitly — never assumed
2️⃣ Relationship depth doesn't equal revenue capture
3️⃣ The gap in existing accounts is almost always larger than your team thinks
4️⃣ Non-sales staff — customer success, ops, support — often have the access and trust to surface needs that never make it back to the rep
The Outgrow framework structures this into a 12-month process with customer interviews, weekly scorecards, and role-specific participation. Most companies see 15–30% revenue growth without adding a single headcount.
💬 What does your team use to track wallet share across accounts?
🔗 www.betsycrichard.com/post/customer-facing-revenue-growth

06/03/2026

I do this once a month. Please help out. It is very fulfilling.

Hey y'all! We're looking for individuals and/or groups to fill our volunteer gaps this summer. St. Joseph Diner has four shifts available, everyday:

🕡 Breakfast Shift | 6:30 am-8:00 am
🕣 Morning In-Between Shift | 8:30 am-10:30 am
🕚 Lunch Shift | 11:00 am-1:00 pm
🕐 Dinner & Closing Shift | 1:00 pm-3:00 pm

Learn more and sign up, here: https://catholiccharitiesacadiana.org/st-joseph-diner-volunteer

06/02/2026

What if the people who could grow your revenue the fastest... are already on your payroll?

One engineering firm decided to find out.

They rolled out a new approach in just one of their three divisions. Two and a half years later, that division had grown 143% — more than 3.75x faster than the two that didn't participate.

Nothing about their engineers' jobs changed. What changed was how they thought about the conversations they were already having.

Instead of waiting for a customer to ask for something, they started asking what the customer needed next. Same conversations. Different direction.
And that's exactly what most growth strategies miss.

👉 Account managers. Project coordinators. Service staff. Technical roles. These people talk to your customers every single day — and they know them better than anyone. But no one has given them a structure to contribute to revenue.

Outgrow changes that — without turning anyone into a salesperson.

Here's what it looks like in practice:
🔹 Customer-facing people take 5 proactive actions per week
🔹 Leadership sees pipeline weeks before revenue closes
🔹 Dormant accounts wake up, existing orders expand
🔹 It runs on top of what your team already does — no overhaul required

For EOS companies, it fits right into your existing cadence. Proactive behaviors become part of the weekly rhythm. Your scorecards finally get real leading indicators.
If your customer-facing people aren't part of the revenue conversation, that's a system problem worth solving.

🔗 www.betsycrichard.com/post/why-businesses-hit-revenue-plateau

05/22/2026

After 30 years in sales, I've seen a lot of frameworks come and go.

Most of them teach reps what to do. Very few ever deal with why they don't do it.

That gap always bothered me.

When I was leading a team of nearly 300 people, we hit #3 nationally and #7 globally. And it wasn't because we had the best scripts or the slickest CRM.

We got there because we figured out how to make the right behaviors visible, measurable, and worth celebrating.

When you can see the behaviors that lead to revenue — you can coach to them, recognize them, and build an entire culture around them. The results follow.

I didn't have a name for it back then. I just knew it worked.
When I found Outgrow, I recognized it immediately.

It's the closest thing I've seen to what we actually did in the field. It tracks proactive sales actions as leading indicators of revenue — not just outcomes after the fact. It addresses the fear and hesitation that stops reps from doing the work. Not just what they're not doing, but what's genuinely getting in the way of them doing it.

And it does both in one system.

That's rare. And I don't say that lightly after three decades in this field.

I became a Certified Outgrow Advisor because this framework doesn't just match what I've read about building high-performing teams. It matches what I actually lived. I'm one of only a handful of certified advisors in the region, and I take that seriously.

If you're a sales leader who's tired of forecasting in the dark, managing reactive teams, or watching initiatives come and go without sticking — I'd genuinely love to connect.

Not to pitch you. Just to compare notes.

💬 Drop a comment or send me a message. I'm always glad to talk with leaders who are asking the right questions.

05/18/2026

Only 5% of B2B businesses reach out to customers proactively.
The other 95% are waiting for the phone to ring.
And the honest truth? That's not a motivation problem. It's not a people problem. It's a system problem.
When there's no clear list of who to call and why, reactive selling becomes the default — even for great reps who genuinely want to do more.
Here's the good news: the revenue you're looking for is probably already sitting in your CRM. Three gaps hiding in plain sight right now:
👉 Accounts that used to buy monthly and quietly disappeared
👉 Customers buying four things from competitors that you also sell
👉 Prospects who got a quote, showed real interest, and went dark
No new leads required. Just a smarter way to work what you already have.
The Outgrow framework turns your CRM into a revenue engine in three steps:
Build strategic lists based on revenue opportunity
Assign proactive outreach to those lists each week
Track actions to predict future revenue
The five lists to start with today:
🔹 Top revenue customers — your biggest accounts are buying things from competitors that you also sell. One question changes that.
🔹 Autopilot buyers — consistent orders are actually a warning sign. It means they've niched you. Ask what else they need.
🔹 Zero Dark 30 — went quiet in the last 30 days. A simple check-in recovers more than you'd expect.
🔹 Declining accounts — trending down before they disappear entirely. Call early, while the conversation is still easy.
🔹 Stalled quote prospects — warm relationships that never officially closed. Chances are your competition didn't follow up either.
Research across 400+ companies shows customers are consciously aware of roughly 20% of what they can buy from any given vendor. The rest goes somewhere else — not out of preference, but because nobody asked.
One question on a check-in call can change that.
💬 How does your team currently handle proactive outreach to existing accounts? Is there a system in place, or does it depend on the individual rep?
🔗 www.betsycrichard.com/post/outgrow-customer-lists-revenue-growth

05/15/2026

A customer bought from the same company for ten years.

The whole time, they were buying a specific product from a competitor.

Not because they preferred the competitor. Not because of price.

Because nobody ever mentioned they carried it.

This isn't an isolated story. Research across 400+ companies found that the typical customer is consciously aware of only about 20% of what they can specifically buy from you — based on their existing purchases alone.

The other 80% is going somewhere else.

For most companies, that gap represents six figures in annual revenue quietly walking out the door every single year.

And here's what makes it even more frustrating: the people best positioned to close that gap usually aren't on your sales team at all.

👉 The inside sales rep taking daily orders
👉 The technician on-site every week
👉 The account manager handling day-to-day
👉 The driver making deliveries on a Tuesday morning

These people have the kind of trust with your customers that takes years to build. But because they're not in sales roles, nobody has ever framed their conversations as revenue opportunities.

Outgrow reframes that — without turning anyone into a salesperson.

A simple "Did you know we also carry X?" takes three seconds. And 20% of those questions result in an added line item.

Your customers are already buying things from someone else that they'd rather buy from you. They just don't know you offer them.

The revenue isn't somewhere new. It's in the relationships you already have.

🔗 www.betsycrichard.com/post/customer-facing-revenue-growth

05/12/2026

Motivation looks different for everyone. What energizes one person may not resonate with another, and understanding those differences is key to building stronger teams and more effective working relationships. Different DiSC styles are motivated by different things. Here's a look at what drives each one.

05/11/2026

An Outgrow launch workshop can catapult growth right away! It was an honor to work with United Way of Acadiana and those incredible team members to propel caring and dedication. Congratulations for taking a step in the right direction to engage donors and sponsors more! You will be able to do more in the community than ever before!

05/08/2026

Most B2B revenue plateaus get misdiagnosed.

Leaders see a lead problem or a people problem. So they hire someone new, run a training, or set a bigger goal with more pressure behind it.

None of those are wrong. But none of them fix the actual problem.

Because what they're actually looking at is a system problem.

After 30 years in sales and business leadership, I've watched the same pattern show up across industries. The real cause almost always comes down to three things:

1. The business outgrew the approach that built it. What worked at 10 people doesn't carry the same weight at 50 or 300. Goals go up every year. The infrastructure stays the same.

2. The team is working hard, but not in the same direction. Sales, ops, account management, service. Each group has its own rhythm. Sales is chasing new accounts while management is focused on retention. Both are right. They're just not connected in a way that accelerates growth.

3. Outreach quietly became reactive. When revenue is steady and the team is busy, proactive outreach starts to feel like extra work. Dormant accounts go quiet. Referrals slow. Nobody noticed when busyness replaced proactivity.

A revenue plateau is not a failure. It's a signal that the approach that got you here needs to evolve.

The leaders who break through aren't the ones who push harder. They're the ones who change the system.

I work with B2B companies to implement the Outgrow system, a framework that delivers 15 to 30% predictable annual revenue growth by shifting customer-facing teams from reactive to proactive.

If your revenue is steady but not growing the way it should, the full breakdown is worth a read.

https://www.betsycrichard.com/post/why-businesses-hit-revenue-plateau

05/04/2026

Only 5% of businesses call their customers proactively.
Which means 95% of your competition is silent.
Your customers are waiting to hear from someone who shows up.
That can be you. See how: https://www.betsycrichard.com/post/outgrow-proactive-sales-calls