Wine Glass Account Planning
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.
Entries by John Stone
LinkedIn Set Up and Automated Prospecting Tools
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 […]
How to Determine a Website Cost and Scope
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 […]
Prospect Qualification in the Age of Inbound Marketing
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.
Full-Funnel Revenue Architecture
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 […]
Financial Advisor Revenue Strategy
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 1 of 9 is to Define Ideal Clients and Market Segments
Market Segmentation: Select Markets and Isolate Audience for Engagement
The universe of markets and buyers are incredibly diverse and your decisions about where and whom to target can make or break your revenue performance.
Financial Advisor Go-to-Market Model
Envision the best ways to access your particular market segments and ideal clients. In the Financial Advisor SMART BOOK™. we outline a strategy-led, systematic growth program with 9 proven strategies. The goal is to help advisors: Volume: Generate More Visits & Inquiries Velocity: Accelerate the Process Value: Grow AUM growth and Revenue.
Enterprise Funnel Math
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).
Integrated Marketing and Sales Process
Buyers want an efficient, effective, quality buying experience. They don’t consider whether their experience is “marketing-generated” or “sales-generated”.