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”.
Entries by John Stone
Sales Qualification Tools using FACT instead of BANT and SCOTSMAN
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.
Chief Revenue Officer Success – The First 90 Days
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 […]
Chief Revenue Officer Role Description
The CRO is Responsible for Predictable and Sustainable Revenue Growth. Today, companies recognize the need for a company-wide revenue focus and a more integrated approach across marketing and sales.
Professional Selling with LinkedIn
Professional selling is senior selling. It may be a seller-doer model, as in consulting, or an expert-driven sales model for high value products and services. Professional selling is not about directing a junior team of salespeople, it is about senior people doing the selling – establishing their personal brand, actively building a network and engaging […]
9 Questions for Your Sales and Marketing Plan
Accelerated, predictable, and sustainable revenue growth requires a company-wide commitment. When developing a marketing plan, consider these questions. These can help you develop your Revenue Architecture and expand your revenue performance potential.
The 9 dimensions take a broad view of revenue growth dimensions and help you focus your sales and marketing planning.
B2B Digital Buyer Engagement
Collaborative platforms enable B2B account-based sales . As consumers, we are accustomed to the efficiency and effectiveness of digital buying experiences. Amazon has set a bar. We search for products using almost any device, shop online, read product reviews, compare and contrast pricing information, review product descriptions, chat with customer service, access Q&As, watch […]
Have Something to Say, and Say it Well
Persuasive Communications Enhances Sales and Marketing Persuasive Communications helps you communicate more effectively and deliver your message in a logical and persuasive manner. A very useful framework for communicating and persuasive arguments is S-C-Q-A. At Revenue Architects, when discussing a client presentation, we often ask each other, “What is the S-C-Q-A? ”.
Revenue Growth Architecture
Accelerated, predictable and sustainable revenue growth requires alignment around an architecture for marketing and sales and a commitment from the senior team.
Coordination for buyer engagement across the full-funnel is vital. A realistic evaluation of capabilities and alignment on revenue strategies is the first step in building a revenue organization to capture customer value and for rationalizing equity and debt investments.
Criteria for Objective Software and Solution Selection
An effective revenue architecture takes advantage of a range of leading marketing automation and sales enablement technology solutions. Cloud solutions make some traditional evaluation factors – like technology infrastructure management and application maintenance – less important in selection, yet functional and vendor considerations remain critical. It is easy to instantly provision cloud solutions and free trial offers often lead to snap decisions. However, a lot of operational disruptions occur from the selecting the wrong solution. Despite being easy to turn on and off from a technical and economic standpoint, the operational impact to a business from migration of data along with organizational disruptions is significant.