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Create a Self-Funded Revenue Acceleration Flywheel
Account-Based Marketing, B2B Marketing and Sales, Chief Revenue Officer, Closed-loop Marketing, Measurement and Analytics, Revenue GrowthInstead of using a traditional opportunity funnel (sales pipeline) to drive toward a revenue goal, extend your funnel view past revenue to company profitability. Why? To create a revenue acceleration engine that uses the interconnected metrics of both pipeline and profitability to sustainably fund growth initiatives. Keep reading to learn how.
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Aligning Your Revenue Architecture with New Offerings: A Critical Step for B2B Growth Companies
B2B Marketing and Sales, Revenue ArchitectureAlignment of your Revenue Architecture with New Commercialized Offerings
You are a Small Biz. You’ve built a great product and achieved early success with a handful of customers. Congratulations!
You have an existing Revenue Architecture, although it may be early in its maturity. Revenue Architecture encompasses all the activities for generating predictable and growing revenues for B2B growth. Example processes that support are:
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Unlocking the Power of Content: A Roadmap for High-Consideration Sales
Account-Based Marketing, B2B Marketing and Sales, Buyer Engagement, Content Marketing, Demand Generation, Inbound Marketing, Revenue GrowthContent Marketing: A Cornerstone for Complex Product and Service Sales
Content marketing is a crucial strategy for businesses selling complex products and services. By providing valuable information and insights at various stages of the buyer’s journey, content can significantly enhance your marketing and sales efforts, driving revenue growth and building customer loyalty. But how do you compete with content today?
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Account-based Marketing
Account-Based Marketing, B2B Marketing and Sales, Closed-loop Marketing, Demand Generation, Marketing Automation, Measurement and Analytics, Revenue Growth, Revenue Programs, Sales EnablementAccount-Based Marketing (ABM) is a strategic approach that aligns marketing and sales teams to target specific high-value accounts and drive revenue growth. By orchestrating coordinated campaigns across multiple channels, ABM enables businesses to build stronger relationships, increase customer engagement, and improve sales efficiency. Stop using “Marketing-generated” with ABM. ABM is a team effort between marketing and sales.
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Strategic Account Management – Health vs Hygiene
Account-Based Marketing, B2B Marketing and Sales, Revenue Architecture, Revenue Growth, Sales Effectiveness, Sales Excellence, Strategic Account ManagementHow do you know if your strategic account management is healthy? Too often, we fail to measure the critical success factors.
Expanding existing satisfied accounts is much easier than selling to new customers who don’t know us. It is vital that we optimize strategic account management. Successful account managers contribute to revenue in three primary ways:
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Wait Right There. I’ll Bring in the Real Salesperson.
B2B Marketing and Sales, Chief Revenue Officer, Revenue Growth, Sales Effectiveness, Sales ExcellenceIs your sales team the “real” sellers of your product or service? We are habituated to having a group we call our sales team. We hold them accountable for revenue, give them a quota, and provide them with a target account list. However, depending on the requirements of your sale, the sales salesperson may only have modest influence and control of the sale. Members of the consulting team or content experts may be the “real salesperson(s)”. This issue is common in complex, high-consideration, and consultative sales. It is vital to align the sales roles in consultative and complex sales.
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