What is Buyer Engagement?
Buyer Engagement is an end-to-end marketing and sales process to attract, engage and convert buyers through their buyer journey while maximizing volume, velocity, value and revenue metrics.
What are best practice principles for effective buyer engagement?
Effective buyer engagement involves taking a buyer-centric point of view. It begins with identifying and isolating your target buyer audience segments and developing buyer personas with insights to communicate with a pain-empathy-insights message progression. Buyer lifecycle content applies the principle of equitable exchange, with mutual high value experiences. Revenue technology enables buyer engagement and helps marketing and sales activate buyer engagement and track results using a closed-loop process.
World-Class Buyer Engagement: A Best Practices Handbook
How the 9 Dimensions of a Revenue Architecture Can Help You Realize the Infinite Rewards of Accelerated, Predictable, and Sustainable Revenue Growth
This handbook serves as a Chief Revenue Officer’s guide to marketing and sales alignment and full-funnel buyer engagement. Continuously executing your Revenue Architecture helps drive limitless revenue opportunity. Increase your volumes, value, velocity and revenue impact.
- Volume: Generate top-of-the-funnel visits & inquiries
- Value: Increase deal value from better qualified inquiries and selling
- Velocity: Increase conversion rates through the demand funnel and sales pipeline
- Revenue: Optimize buyer engagement and selling for revenue impact.
Buyer Engagement in Action: Closed-Loop Revenue Architecture
The Revenue Architecture methodology illustrates the buyer engagement process in action. At the center is the customer data platform and revenue technology stack as a critical enabler. This technology stack allows you to build data-driven buyer engagement programs.
The process helps you isolate audience, understand buyers, shape engagement strategies and launch engagement programs with a continuous feedback loop. Track micro and macro conversions as you engage buyers and inform new engagement strategies at every stage of the buyer journey and marketing and sales funnel. The approach drives continuous campaign ROI and offers a framework for closed-loop reporting and attribution.