Face it. Most of the sales methodologies from the 80’s are tired. They do not address what growth companies need today. Growth companies need to shift from using a sales methodology to using a revenue methodology.
Face it, buyers don’t care whether they are interacting with your marketing or your sales organization, they follow their buying process – often in an unstructured and unpredictable way. They self-sell on the web, research with influencers and engage 1:1 with sales people. An effective buyer experience across a dynamic buyer’s lifecycle requires that your revenue architecture is designed with a coordinated closed-loop process supported by integrated technology stack.
In a recent Quora post, we answered a question about the value of marketing automation. If you generate – or seek to generate – a high volume of leads (100+s) from the web from self-directed buyers, then yes, you will value having a Marketing Automation platform.
Consider Marketing Automation as part of a broader “technology stack” – there is the “Martech Stack” and the “SalesTech Stack” – we look at these together as the “RevTech Stack”
Their are a number of leading players in marketing automation – Marketo, HubSpot, Eloqua, Pardot, SharpSpring, Act-On, Infusionsoft, Mautic and others.
Prices range from a few 100 per month to many $1,000s – a lot is based on volumes (size of lists etc), but there are also a wide range of feature sets.
It is difficult to recommend any one system. We use SharpSpring, Pardot, HubSpot and Marketo. All of these are solid systems. Consider the integration and platform ecosystem (e.g. Pardot is part of the Salesforce Cloud).
Effective advisor engagement begins with an understanding of the ideal advisors and influencers for your investment products and offerings.
Effective Asset Management buyer engagement begins with an understanding of the ideal customer or client and influencers for your products and services. Your marketing success will depend on strategies and programs that rely on accurate identification and targeting of market segments. Depending on your business model, you will target a variety of different audiences. An asset […]
This eBook was published by Revenue Architects with a focus on B2B. It describes the 9 Principles of Effective Buyer Engagement that serve as a practitioner’s guide to increase leads, conversions, pipeline velocity and revenue impact.
To understand an advisor’s POV, to engage with them, you must have a deeper understanding of their pain — their urgent, visible problems, even those they may not be aware of.
Only by fully understanding your prospective buyers’ pain points, key challenges, intents, preferences and more can you create content that truly resonates with them.
SharpSpring users now have access to a new social media and calendar features. Content Calendar: A bird’s-eye view of your social posts, email sends, and blog articles. Social Posting: Post directly to Facebook, Twitter, and LinkedIn without leaving SharpSpring. Social Listening: Monitor social media activity with customized listening feeds. New Trigger/Filter: Create automations based on […]
Financial Advisors are an amazingly difficult prospect to engage. They are incredibly busy and already have a wealth of resources already available to them – do they even need to engage with wholesalers? The best way to convert financial advisors to customers is to build your marketing automation program around them. Lead generation starts with […]