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:
https://revenuearchitects.com/wp-content/uploads/2012/06/shutterstock_1739865149.png20854710John Stonehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngJohn Stone2022-03-21 15:15:502022-03-25 13:20:319 Best Practices for Demand Generation and Buyer Engagement
For some of our most strategic accounts over the years, we always took the time to develop a robust account plan. One of the fun and rewarding features of these account plans was the “wine glass” analysis.
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.
https://revenuearchitects.com/wp-content/uploads/2013/03/shutterstock_1693684861.png28087000John Stonehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngJohn Stone2021-12-17 05:05:022021-12-28 14:52:42LinkedIn Set Up and Automated Prospecting Tools
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.
https://revenuearchitects.com/wp-content/uploads/2014/08/shutterstock_599719514-cr.png6641580John Stonehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngJohn Stone2021-11-06 12:07:262021-12-29 13:04:56How to Determine a Website Cost and Scope
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.
https://revenuearchitects.com/wp-content/uploads/2013/05/shutterstock_653040421-scaled.jpg15362560John Stonehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngJohn Stone2021-09-17 14:01:242021-12-27 13:43:28Prospect Qualification in the Age of Inbound Marketing
We left transactional sales behind in the 90s. With recurring business models like ‘as-a-service’, we need to rethink the “sales process” from the traditional vertical funnel to a bow tie funnel that recognizes the role of the post-sale customer execution in revenue realization. We need a full-funnel approach. Predictable, sustainable, and accelerated revenue performance relies increasingly on the customer realizing benefits and impacts from a product or service.
9 Best Practices for Demand Generation and Buyer Engagement
B2B, Buyer Engagement, Content Marketing, Demand Generation, Inbound Marketing, Revenue Architecture, Revenue Grader, Revenue Growth, Revenue Marketing, Revenue Strategy, Sales EnablementA 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:
Read more
Wine Glass Account Planning
Revenue Growth, Sales ExcellenceFor some of our most strategic accounts over the years, we always took the time to develop a robust account plan. One of the fun and rewarding features of these account plans was the “wine glass” analysis.
Read more
LinkedIn Set Up and Automated Prospecting Tools
B2B, Content Marketing, Revenue Growth, Revenue Marketing, Sales Enablement, Social MediaThis 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.
Read more
How to Determine a Website Cost and Scope
Revenue Growth, Revenue Systems, Technology & WebsitesThe 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.
Read more
Prospect Qualification in the Age of Inbound Marketing
Buyer Engagement, Inbound Marketing, Methodology, Revenue Architecture, Revenue Growth, Sales Enablement, Sales ExcellenceQualification 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.
Read more
Full-Funnel Revenue Architecture
Account Based Marketing, B2B, Chief Revenue Officer, Closed loop Marketing, Inbound Marketing, Revenue Architecture, Revenue GrowthWe left transactional sales behind in the 90s. With recurring business models like ‘as-a-service’, we need to rethink the “sales process” from the traditional vertical funnel to a bow tie funnel that recognizes the role of the post-sale customer execution in revenue realization. We need a full-funnel approach. Predictable, sustainable, and accelerated revenue performance relies increasingly on the customer realizing benefits and impacts from a product or service.
Read more