The 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.
https://revenuearchitects.com/wp-content/uploads/2019/04/shutterstock_719944354-scaled.jpg8642560John Stonehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngJohn Stone2019-04-11 10:24:392020-06-03 13:45:36Measuring Total Addressable Market – TAM and Active TAM
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.
https://revenuearchitects.com/wp-content/uploads/2019/03/Lorman_May_7.png5322250John Stonehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngJohn Stone2019-03-29 14:09:212020-04-07 20:30:06Lorman Education: Using Digital and Social Media to Acquire and Expand Client Relationships
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.
https://revenuearchitects.com/wp-content/uploads/2019/02/shutterstock_189431450-scaled.jpg16812560John Stonehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngJohn Stone2019-02-07 12:56:222020-12-22 18:51:09The Problem with Today’s Sales Methodologies
Build 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:
Increase Volume: Generate More Visits & Inquiries
Increase Client Value: Get Better Qualified Inquiries
Increase Velocity: Increase Conversion Rates
Increase AUM and Revenue: Optimize Engagement for AUM growth and Revenue Impact.
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 salespeople. An effective buyer experience across a dynamic buyer’s lifecycle requires that your revenue architecture is designed with a coordinated closed-loop process supported by an integrated technology stack.
We read a lot about Martech and SalesTech stacks. This is understandable because marketing and sales teams have traditionally pursued distinct missions with different needs. Yet if your marketing, sales, and service “front office” needs to be more integrated to support dynamic buyer pathways, you might need to re-think your technology stack. An integrated revenue process supported by integrated revenue technology helps deliver a single view of the customer and becomes more responsive and relevant as your buyers jig and jag along their dynamic buying processes.
“If you can’t tell, you can’t sell,” says Storytelling authority Robert McKee.
What’s your definition of a story? McKee defines it this way: “Sequence of causally connected, dynamic events that changes a person’s life.” Change focuses the mind.
https://revenuearchitects.com/wp-content/uploads/2018/06/storytelling-content-marketing.jpg7001140Therese Byrnehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngTherese Byrne2018-06-28 11:59:112020-12-20 21:06:53Marketer as Producer: Using Storytelling to Engage Customers Effectively
Measuring Total Addressable Market – TAM and Active TAM
B2B, 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.
Read more
Lorman Education: Using Digital and Social Media to Acquire and Expand Client Relationships
B2B, Financial Advisors, Inbound Marketing, Revenue Growth, Social Media, Speaking & EventsJoin 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.
Read more
The Problem with Today’s Sales Methodologies
B2B, Buyer Engagement, Closed loop Marketing, Methodology, 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.
Read more
Financial Advisor Smart Book: Revenue Technology Platform
Financial Advisors, 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:
Read more
Selecting Marketing Automation and CRM Solutions
B2B, CRM, Marketing Automation, Revenue Growth, Revenue Systems, Technology & WebsitesConsider 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 salespeople. An effective buyer experience across a dynamic buyer’s lifecycle requires that your revenue architecture is designed with a coordinated closed-loop process supported by an integrated technology stack.
We read a lot about Martech and SalesTech stacks. This is understandable because marketing and sales teams have traditionally pursued distinct missions with different needs. Yet if your marketing, sales, and service “front office” needs to be more integrated to support dynamic buyer pathways, you might need to re-think your technology stack. An integrated revenue process supported by integrated revenue technology helps deliver a single view of the customer and becomes more responsive and relevant as your buyers jig and jag along their dynamic buying processes.
Read more
Marketer as Producer: Using Storytelling to Engage Customers Effectively
Branding, Buyer Engagement, Content Marketing, Revenue GrowthCut through the noise.
“If you can’t tell, you can’t sell,” says Storytelling authority Robert McKee.
What’s your definition of a story? McKee defines it this way: “Sequence of causally connected, dynamic events that changes a person’s life.” Change focuses the mind.
Read more