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Sherwin’s 10 Deadly Sins of Sales
B2B Marketing and Sales, Revenue Growth, Sales Enablement, Sales ExcellenceDuring my three decades in sales leadership roles at large enterprises, early-stage growth companies, and my management consulting practice, I have witnessed and corrected many bad sales practices. These practices, if not course-corrected, would lead to zero sales. When they numbered an even ten, they became Sherwin’s 10 Deadly Sins of Sales. Out of the office with senior executives, I would recount them to their great amusement.
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Revenue Growth Architecture
B2B Marketing and Sales, Revenue Growth, Revenue Marketing, Revenue StrategyAccelerated, 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.
A $10M B2B tech company is looking to get to the next level of accelerated, predictable and sustainable revenue growth. The company has been in business for over 10 years, offering a variety of managed services, support services and applications to support IT Infrastructure requirements. They have about 350 active clients that contribute to the companies ARR revenue base. The customer base is loyal with low attrition and there remains good demand for additional services resulting in a continuous pipeline for “up-sell”.
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Criteria for Objective Software and Solution Selection
Revenue Architecture, Revenue Growth, Revenue Systems, Technology & WebsitesOriginally published in 2013
An effective revenue architecture takes advantage of a range of leading marketing automation and sales enablement technology solutions. Cloud solutions make some traditional evaluation factors – like technology infrastructure management and application maintenance – less important in selection, yet functional and vendor considerations remain critical. It is easy to instantly provision cloud solutions and free trial offers often lead to snap decisions. However, a lot of operational disruptions occur from the selecting the wrong solution. Despite being easy to turn on and off from a technical and economic standpoint, the operational impact to a business from migration of data along with organizational disruptions is significant.
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Measuring Total Addressable Market – TAM and Active TAM
B2B Marketing and Sales, 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.
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The Problem with Today’s Sales Methodologies
B2B Marketing and Sales, Buyer Engagement, Closed-loop Marketing, 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.
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Financial Advisor Smart Book: Revenue Technology Platform
Financial Advisor Marketing, 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:
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