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 both existing relationships and new prospects with thought leadership and insights.
Clearly, LinkedIn is an established resource for professional sales. It helps senior professionals find and engage with specific prospective clients or buyers with personal 1:1 interaction, establish professional credibility and share content and resources to nurture and develop prospects. It also offers paid options to build awareness and encourage lead conversions.
So how can senior professionals take advantage of LinkedIn? You can simplify it with three steps (and a few sub-steps). 1. Develop a strategy, 2. Establish the systems you need, 3. Execute your program(s).
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Chief Revenue Officer Role Description
B2B, Closed loop Marketing, Revenue Architecture, Revenue Growth, Revenue Programs, Revenue Strategy, Revenue SystemsThe CRO is Responsible for Predictable and Sustainable Revenue Growth
This post is updated. It was originally published in July 2016
Today, companies recognize the need for a company-wide revenue focus and a more integrated approach across marketing and sales. The CRO oversees the traditional responsibilities of the VP of Sales and the Chief Marketing Officer and is a member of the senior team overseeing go-to-market strategy and execution. The CRO is responsible for aligning company resources, defining differentiated go-to-market strategies and delivering on the company’s revenue performance goals.
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Professional Selling with LinkedIn
B2B, Content Marketing, Revenue Programs, Sales Enablement, Social MediaProfessional 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 both existing relationships and new prospects with thought leadership and insights.
Clearly, LinkedIn is an established resource for professional sales. It helps senior professionals find and engage with specific prospective clients or buyers with personal 1:1 interaction, establish professional credibility and share content and resources to nurture and develop prospects. It also offers paid options to build awareness and encourage lead conversions.
So how can senior professionals take advantage of LinkedIn? You can simplify it with three steps (and a few sub-steps). 1. Develop a strategy, 2. Establish the systems you need, 3. Execute your program(s).
Read more
9 Questions for Your Sales and Marketing Plan
B2B, Chief Revenue Officer, Methodology, Revenue Growth, Revenue Marketing, Revenue StrategyAccelerated, 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.
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B2B Digital Buyer Engagement
Account Based Marketing, B2B, Buyer Engagement, Revenue GrowthCollaborative 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 videos, evaluate specs, and consider reviews and ratings. We are conditioned to getting everything we need for our buying process – right at our fingertips. So why don’t we have similar buyer experiences in B2B account-based sales?
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Have Something to Say, and Say it Well
Branding, Content Marketing, Sales Enablement, Sales ExcellencePersuasive 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? ”.
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Revenue Growth Architecture
B2B, Methodology, Revenue Growth, Revenue Marketing, Revenue StrategyAccelerated, 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.
A $10M B2B tech company is looking to get to the next level of accelerated, predictable and sustainable revenue growth. The company has been in business for over 10 years, offering a variety of managed services, support services and applications to support IT Infrastructure requirements. They have about 350 active clients that contribute to the companies ARR revenue base. The customer base is loyal with low attrition and there remains good demand for additional services resulting in a continuous pipeline for “up-sell”.
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Criteria for Objective Software and Solution Selection
Revenue Architecture, Revenue Growth, Revenue Systems, Technology & WebsitesOriginally published in 2013
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.
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Measuring Total Addressable Market – TAM and Active TAM
B2B, Buyer Engagement, Revenue StrategyThe first dimension in constructing a Revenue Architecture is Markets and Buyers. The output includes the identification of the Total Addressable Market (TAM).
Once we have made a market selection – considering market strengths and weaknesses, offering portfolio and a range of competitive and market forces, we can measure TAM. TAM works particularly well in B2B and account-based marketing, but it is useful as well in B2C. Here are some ways we think about TAM linked to S.M.A.R.T goals and as input for funnel analysis and segmentation for targeted buyer engagement.
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Lorman Education: Using Digital and Social Media to Acquire and Expand Client Relationships
B2B, Financial Advisors, Inbound Marketing, Revenue Growth, Social Media, Speaking & EventsJoin us at our upcoming Lorman Education Services live webinar Using Digital and Social Media to Acquire and Expand Client Relationships on May 7 at 1 pm ET.
This educational webinar is tailored for financial advisors and professionals who would like to navigate the role of social media and digital marketing to grow your professional practice.
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The Problem with Today’s Sales Methodologies
B2B, Buyer Engagement, Closed loop Marketing, Methodology, Revenue Growth, Sales ExcellenceFace 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.
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