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- Content is Still King – Or Is It? With AI – do we need Content?
- Create a Self-Funded Revenue Acceleration Flywheel
- Aligning Your Revenue Architecture with New Offerings: A Critical Step for B2B Growth Companies
- Unlocking the Power of Content: A Roadmap for High-Consideration Sales
- Account-based Marketing
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Have Something to Say, and Say it Well
Brand Presence, 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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Sherwin’s 10 Deadly Sins of Sales
B2B Marketing and Sales, Revenue Growth, Sales Enablement, Sales ExcellenceDuring my three decades in sales leadership roles at large enterprises, early-stage growth companies, and my management consulting practice, I have witnessed and corrected many bad sales practices. These practices, if not course-corrected, would lead to zero sales. When they numbered an even ten, they became Sherwin’s 10 Deadly Sins of Sales. Out of the office with senior executives, I would recount them to their great amusement.
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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 Marketing and Sales, 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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The Problem with Today’s Sales Methodologies
B2B Marketing and Sales, Buyer Engagement, Closed-loop Marketing, 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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Financial Advisor Smart Book: Revenue Technology Platform
Financial Advisor Marketing, Revenue Architecture, Revenue Growth, Revenue Systems, Technology & WebsitesBuild a technology platform to support your go-to-market strategy.
We recently published an enhanced edition of the Financial Advisor SMART BOOK™. This resource is a comprehensive guide to help independent financial advisors build an ‘independent difference,’ that is, a strategy-led, systematic growth program with 9 proven strategies. The goal is to help advisors:
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