Enterprise funnel math exercises help align marketing and sales teams by zeroing in on critical funnel metrics like Sales and Marketing Qualified Inquiries (e.g. MQI) and Marketing and Sales Qualified Leads (MQL and SQL). An enterprise funnel math models can help identify the mix of tactics for for different funnel characteristics.
Buyers are in control. They want an efficient, effective, quality buying experience. They don’t consider whether their experience is “marketing-generated” or “sales-generated”. They choose if they want to engage with your web content, 3rd party digital outposts or marketplaces or with your sales people. They most likely will interact with all of these and in different sequences and in unstructured and unpredictable ways. Your buyer engagement efforts take place all along the buyer journey and to deliver the experiences buyers expect and maximize your revenue impact, you need an integrated marketing and sales process.
https://revenuearchitects.com/wp-content/uploads/2019/10/shutterstock_1084312901.png5001200John Stonehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngJohn Stone2020-12-21 10:27:232020-12-22 23:47:02Integrated Marketing and Sales Process
Envision the best ways to access your particular market segments and ideal clients. We recently published the 2020 Edition of the Financial Advisor SMART BOOK™. This resource is a comprehensive guide to help independent financial advisors build an ‘independent difference,’ that is, a strategy-led, systematic growth program with 9 proven strategies. The goal is to help advisors: […]
We have written a few articles about collaborative qualification and how to select and apply the right sales qualification tools – including SCOTSMAN and BANT. These tools are quite familiar to B2B sales and teams that focused on a considered sale. Yet, we see some challenges:
As clients are self-selling on websites, they will pre-qualify (assuming they find buying content on the website). This changes the role of sales-led qualification.
BANT is a proven model, but the focus is on qualification from the seller perspective, it works better to qualify OUT the opportunity rather than qualify IN the opportunity. It does not help build a collaborative relationship with the client. It is confrontational.
SCOTSMAN is another great model as it offers a nuanced approach, but it is hard to remember each of the elements in the mnemonic on the fly. Sales reps may need to pull out a cheat sheet which can be difficult in the heat of the moment. ( See our other post on BANT and Scotsman to learn more. )
So what is the right approach to sales qualification? We suggest a collaborative approach using FACT.
https://revenuearchitects.com/wp-content/uploads/2014/10/shutterstock_1030959718.png10002000John Stonehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngJohn Stone2020-10-24 15:55:352020-12-22 18:22:55Sales Qualification Tools using FACT instead of BANT and SCOTSMAN
Written with contributions from Ed Funaro As growth focused companies realize the critical synergies required across the marketing, sales and customer success functions, they are increasingly recruiting a Chief Revenue Officer (CRO) to lead the way. Yet many CROs fail without a properly defined role and an adequate onboarding process. It is vital to ensure […]
https://revenuearchitects.com/wp-content/uploads/2020/08/shutterstock_1311556100.png8331875John Stonehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngJohn Stone2020-08-14 15:44:402020-10-26 12:55:47Chief Revenue Officer Success – The First 90 Days
Follow the nine steps of the 2020 Financial Advisor SMART BOOK™ for advisor-specific marketing and sales strategies that are helping advisors capture client value. Step 2 of 9 is to Craft Market-Ready Service Offerings and Segment Messaging.
Enterprise Funnel Math
Account Based Marketing, B2B, Chief Revenue Officer, Revenue Architecture, Revenue GrowthEnterprise funnel math exercises help align marketing and sales teams by zeroing in on critical funnel metrics like Sales and Marketing Qualified Inquiries (e.g. MQI) and Marketing and Sales Qualified Leads (MQL and SQL). An enterprise funnel math models can help identify the mix of tactics for for different funnel characteristics.
Integrated Marketing and Sales Process
Account Based Marketing, B2B, Chief Revenue Officer, Closed loop Marketing, Inbound Marketing, Marketing Automation, Methodology, Revenue Architecture, Revenue Systems, Sales Enablement, Sales ExcellenceBuyers are in control. They want an efficient, effective, quality buying experience. They don’t consider whether their experience is “marketing-generated” or “sales-generated”. They choose if they want to engage with your web content, 3rd party digital outposts or marketplaces or with your sales people. They most likely will interact with all of these and in different sequences and in unstructured and unpredictable ways. Your buyer engagement efforts take place all along the buyer journey and to deliver the experiences buyers expect and maximize your revenue impact, you need an integrated marketing and sales process.
Financial Advisor Smart Book: Go-to-Market Model
Financial Advisors, Revenue ArchitectureEnvision the best ways to access your particular market segments and ideal clients. We recently published the 2020 Edition of the Financial Advisor SMART BOOK™. This resource is a comprehensive guide to help independent financial advisors build an ‘independent difference,’ that is, a strategy-led, systematic growth program with 9 proven strategies. The goal is to help advisors: […]
Sales Qualification Tools using FACT instead of BANT and SCOTSMAN
B2B, Revenue Growth, Revenue Programs, Revenue Systems, Sales Enablement, Sales ExcellenceWe have written a few articles about collaborative qualification and how to select and apply the right sales qualification tools – including SCOTSMAN and BANT. These tools are quite familiar to B2B sales and teams that focused on a considered sale. Yet, we see some challenges:
So what is the right approach to sales qualification? We suggest a collaborative approach using FACT.
Chief Revenue Officer Success – The First 90 Days
B2B, Chief Revenue Officer, Revenue Architecture, Sales Enablement, Sales ExcellenceWritten with contributions from Ed Funaro As growth focused companies realize the critical synergies required across the marketing, sales and customer success functions, they are increasingly recruiting a Chief Revenue Officer (CRO) to lead the way. Yet many CROs fail without a properly defined role and an adequate onboarding process. It is vital to ensure […]
Financial Advisor Smart Book: Value Propositions and Messaging
Financial Advisors, Revenue Architecture, Revenue Growth, Valued OfferingsFollow the nine steps of the 2020 Financial Advisor SMART BOOK™ for advisor-specific marketing and sales strategies that are helping advisors capture client value. Step 2 of 9 is to Craft Market-Ready Service Offerings and Segment Messaging.