Revenue First: Rethinking the Metrics That Matter
When considering the metrics that matter, differentiate between individual metrics and metrics that are predictors of qualified account or sales opportunities and ultimately revenue delivered.
Entries by John Stone
It Takes Four: the Foundation of Stronger Advisor Engagement
We break down the resources and systems that asset management firms need for effective advisor engagement into four categories: Brand, People, Processes and Technology.
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 […]
Smart Rooms for Account-Based Sales
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 […]
Go-to-Market Strategy and Plan
A company needs an effective go-to-market strategy that makes it easy to buy from and sell to. Go-to-market strategies and plans are a blueprint for how the company will reach customers, streamlining and establishing a strong focus on the steps that a company must take to co-create value with customers.
Under the Microscope: Commercialization
The commercialization process prepares you to introduce products and services into the market. There are several different frameworks that describe the product development process in detail and commercialization is typically included in this overall process. For our purposes, in assessing and constructing a revenue architecture, we focus on elements of commercialization that impact marketing […]
Use a Mass Customization Approach for Account-Based Marketing
Traditional account sales is an important, but expensive approach to market. Traditional marketing programs are not account-centric and often fail to deliver the needed impact at the account level. Targeting strategic accounts requires that marketing and sales work in partnership to orchestrate effective account-based marketing and selling. Yet, customizing an approach to a specific […]
Under the Microscope: Market Strategy
A Market Strategy is a core element of a company’s revenue architecture and differentiated strategy. Revenue leaders need to define how to approach the Market Strategy based on attractiveness, competitive positioning, and fit. This post dissects Market Strategy and its components and explores why it is essential to any business.
5 Tips for Using HubSpot as a Partner Agency
HubSpot is a premier marketing and sales software platforms for inbound marketing. For HubSpot Partner Agencies, one of the main benefits is that, instead of having various marketing and software systems in place and having to switch between them all, HubSpot allows your business to have a one-stop shop for all of your marketing and […]
Blog or Blogs? – A Blog has Posts not Blogs
I often hear the use of the word Blogs when referring to what I think of as Blog Posts. While there are no absolute right answers, here is how I suggest you use the terminology: A Blog: A website with multiple time-sequenced posts. Note, a Blog might not be called “Blog”. It could be called “Resources” […]