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.
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 […]
There are many different perspectives and philosophies on persona development. This makes sense, as they’re the most critical element of creating messaging and informing Message Maps™…then identifying and developing content aligned with the buy cycle…and ultimately validating the various components of a true buyer engagement strategy.
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, at its core, is senior selling. It’s not about managing a junior team, but rather about seasoned experts doing the selling themselves – building personal brands, actively cultivating networks, and engaging prospects with unparalleled thought leadership and insights. Whether you’re a consultant adopting a seller-doer model or an expert selling high-value products and […]
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.
“The failure to follow a well-established development process is causing many organizations to miss the mark when it comes to designing content and campaigns that …”
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 […]
A ‘closed-loop’ revenue architecture and metrics-driven methodology will help you measure and optimize a high performance advisor engagement strategy.
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? ”.