Marketing-Led Growth via The Buyer Centric Revenue Model Community

Marketing-Led Growth (MLG) via The Buyer Centric Revenue Model is the MODERN B2B Marketing and Sales model built for TODAY, not 20 years ago: 1. Marketing to exclusively generate demand via proper, non-spam marketing. --->Sunsets Sales Development. Or at least as much as possible. 2. Real Sales (AE-CSM combined, no handoffs, no spam, no quota, no commission). --->Sunsets Sales Assembly Line and condenses the Sales role as much as possible 3. Real goals and metrics that show the full picture, are annual with monthly or quarterly progression tracking, and are divorced from commission by paying sellers a full salary plus bonus. Just like in any other department, and the company as a whole. Goes beyond revenue generated on the initial sale to include profit, win rate, sales cycle, average selling price, CAC, CAC payback period, customer lifetime value, churn, customer satisfaction score, as well as customer health and product adoption—across the initial sale, expansion, and retention. ---->Sunsets Quota. 4. Sales compensation of full salary plus bonus like any other employee. ---->Sunsets Commission. Or at least let sellers choose, like they do health insurance plans. 5. Where possible, enable buyers with a self-service option with as much assistance from Sales as is required. Beta-access, free trial, freemium, demo recording, product tour, sandbox environment, chat feature for quick questions, buy now. --->Sunsets forcing buyers artificially to Sales. Join the movement of forward-thinking peers liberating and modernizing B2B Marketing and Sales. Achieve a better growth playbook, a competitive advantage, and more productive and fulfilling careers. Implement the model by running the proposed analysis. Then make the business case for the experiments to prove it and achieve a gradual transition. Continue the discussion and get help in the Buyer Centric Revenue Model community. Head to BuyerCentricRevenue.com to sign up. Listen to the podcast.

网站

www.buyercentricrevenue.com

Marketing-Led Growth via The Buyer Centric Revenue Model Community的外部链接

所属行业

智库

规模

1 人

总部

San Diego，CA

类型

私人持股

创立

2021

领域

marketing、sales、B2B、SaaS和Go-to-Market