A typical priority in revenue growth transformation and Revenue Architecture design is getting to the next level of Demand Generation and Buyer Engagement effectiveness.  Quite often, companies come to us with what they perceive as a “marketing execution” issue. When we dig a little deeper in a Diagnostic, it often becomes clear that while there are always improvement opportunity in the mechanics of marketing execution, core issues often revolve around a broader view of buyer engagement strategy.

For better demand generation performance, it is helpful to validate your buyer engagement strategy by answering these 3 central questions and following these 9 best practices:

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This article is periodically updated. It was originally published in 2013.

Your LinkedIn profile is an outpost for your personal brand. For many, it takes the place of a website. It is a landing page you can manage and share your professional background, positions, experiences and achievements. A LinkedIn profile often takes the place of a resume or CV. We used to think of LinkedIn as the online resume. While it remains important for job seekers and recruiters, it is now a powerful business social network.

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Number Crunching

Number Crunching

The cost of a website is a bit like the cost of a car. You can spend $5,000 for a ‘get around town’ car, $75,000 for a luxury vehicle, or millions for a transportation fleet!  With today’s open-source platforms like WordPress and with a vast array of design templates, a business can deploy a professional responsive website for $10,000-$20,000.  With professional help and custom design elements, a site can cost more of course. A website is so vital, I think most companies should invest more into the design and ongoing management of a website.

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Marketing and Sales

Marketing and Sales

Qualification requires a more collaborative approach. Deal Qualification should not be considered as a moment in time, rather it happens thorough buyer engagement process and across the end-to-end marketing and sales funnel. Qualification is based on a body of knowledge and insights gained through prospect engagement along the buyer journey.

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