Recent Posts
Blog Categories
Account-Based Marketing B2B Marketing and Sales Brand Presence Buyer Engagement Chief Revenue Officer Closed-loop Marketing Content Marketing CRM Demand Generation eMail Marketing Financial Advisor Marketing Food & CPG Inbound Marketing Investment Management Marketing Automation Measurement and Analytics Newsletter Revenue Architecture Revenue Growth Revenue Marketing Revenue Programs Revenue Strategy Revenue Systems Sales Effectiveness Sales Enablement Sales Excellence SEO Social Media Strategic Account Management Technology & Websites
Wine Glass Account Planning
Revenue Growth, Sales ExcellenceFor 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.
Read more
LinkedIn Set Up and Automated Prospecting Tools
B2B Marketing and Sales, Content Marketing, Revenue Growth, Revenue Marketing, Sales Enablement, Social MediaThis 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 a resume or CV. We used to think of LinkedIn as the online resume. While it remains important for job seekers and recruiters, it is now a powerful business social network.
Read more
How to Determine a Website Cost and Scope
Revenue Growth, Revenue Systems, Technology & WebsitesThe 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 responsive website for $10,000-$20,000. With professional help and custom design elements, a site can cost more of course. A website is so vital, I think most companies should invest more into the design and ongoing management of a website.
Read more
Prospect Qualification in the Age of Inbound Marketing
Buyer Engagement, Inbound Marketing, Revenue Architecture, Revenue Growth, Sales Enablement, Sales ExcellenceQualification 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.
Read more
Full-Funnel Revenue Architecture
Account-Based Marketing, B2B Marketing and Sales, Chief Revenue Officer, Closed-loop Marketing, Inbound Marketing, Revenue Architecture, Revenue GrowthWe 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 increasingly on the customer realizing benefits and impacts from a product or service.
Read more
Financial Advisor Revenue Strategy
Financial Advisor Marketing, Revenue Architecture, Revenue GrowthIndependent Advisors need a strategy-led, systematic growth program.
The Financial Advisor SMART BOOK™ outlines the Revenue Architecture Methodology that financial advisors can use to add structure and predictability to their revenue engine. We introduce nine steps and advisor-specific marketing and sales strategies that are helping advisors capture client value.
The comprehensive guide helps independent financial advisors build a strategy-led, systematic growth program with 9 proven strategies. The goal is to help advisors:
Having a vision and game plan for growth is essential for financial advisors to thrive in a challenging marketplace. The Smart Book™ outlines how you can achieve more predictable and sustainable revenue growth by establishing a Revenue Architecture that fits your firm. The key is to commit to a systematic sales and marketing process by following the 9 proven strategies to guide your approach.
Read more