Accelerated, 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 and […]
About John Stone
CEO at Revenue Architects - Sales, Marketing and Digital Business
Entries by John Stone
One of the first steps in constructing a Revenue Architecture is selecting markets and buyers. The diagram below outlines the three-step process for the Revenue Architecture Markets & Buyers dimension. The output of this first step is TAM(s) or Total Addressable Market. Once we have made a market selection – considering market strengths and […]
Join 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.
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.
Consider Revenue Architecture When Selecting Your Tech Stack 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 […]
Marketing Automation is of particular value when pursuing a higher volume lead generation or demand generation model.
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).
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 […]
Inbound Conference is underway in Boston with record attendance. We have been fortunate to work with HubSpot and Inbound Marketing strategies for 10 years and we remain committed to Inbound as core element of an effective marketing and sales strategy. Yet, we also see that Inbound is under increasing pressure as more and more firms adopt the strategy and crowd the airwaves with “attractor” content. In 2009, when we published a blog post, we could often rank on the first page of a google search results the very next day – now it is far more difficult to get results. What can we do about it?
We believe that businesses need a more enduring and well-constructed approach to capture customer value. They need a revenue architecture that delivers world-class buyer engagement. Buyer Engagement is the universal approach to delivering the right experiences and messages at the right time to the right buyers. Buyer Engagement is about building meaningful relationships with buyers – with an equitable exchange of value – that translates into predictable and sustainable revenue growth. Buyer Engagement happens across the organization and across Marketing and Sales.
This is a guest post with a backgrounder on Spam and eMail tactics. Email spam, or junk mail, is sending and receiving unsolicited messages via email. While most spam messages are actually untargeted promotional emails, a percentage of junk emails also contain disguised links to familiar websites, but which are actually phishing attempts, or host malware meant […]
The buy-sell process for B2B high consideration products and services is complex and highly collaborative involving team selling to committee buying. Virtual workspaces like Smart Rooms from Journey Sales facilitate this process by helping account teams share, collaborate and communicate with buying teams throughout dynamic sales and onboarding lifecycles. Journey Sales built Smart Rooms natively on […]
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