Entries by John Stone

Understanding Spam in Email Marketing

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 […]

12 Questions for Your Sales and Marketing Plan

Revenue growth requires a company-wide commitment and responsibilities cut across product groups, customer success, marketing and sales teams.  When developing a marketing plan, sales plan or performing due diligence for a private equity investment,  acquisition or a new CEO or CRO role – consider these 12 questions to develop your revenue architecture and revenue performance potential. The 12 dimensions […]

Revenue Systems: Your Platform for Sustainable Revenue Performance

We define Revenue Systems as the foundation for sustainable revenue execution. Revenue Systems include brand, people, process, and technology that enable marketing and sales. These core capabilities help attract, capture, deepen and expand relationships. Assuming the right strategies are in place, your revenue system provides the platform you need to execute marketing and sales programs and achieve marketing and sales performance metrics.

Good Selling Checklist: Activities and Competencies

There is a continuum of different B2B business models – from luminary consultants to commodity products – and each model needs to have a distinct structure for marketing and sales.  Before we assess sales team readiness, we begin by ensuring that the right revenue architecture (the product and process of marketing and sales) is in place and aligned with the target business architecture.

For businesses with a complex, solution sale or consulting sale, there are sales effectiveness attributes that we look for. Below, we’ve outlined competencies, activities, and attributes for good selling. Sales executives, client managers and account reps that sell complex products, business solutions or consultative services should possess the following: