Marketing-Led Growth by implementing The Buyer-Centric Revenue Model

Have you ever wondered how you can liberate yourself from outdated and harmful sales-led growth and move to marketing-led development via the buyer-centric revenue model??

Today, marketing influences almost 90% of buyers' decisions, and many companies are concerned about this issue. So we decided to shed light on this and consider the crucial aspects of modern marketing.

Table of Contents:

1. How to make a website an invaluable source of data about your business.

1.1 What product does the company sell?

1.2 Use cases

1.3 Trial

1.4 Price list

1. Importance of sales information
2. Salespeople with full salary and bonuses vs salespeople with commissions
3. Unacceptable aspects in modern marketing.
4. In Summary

How to make a website an invaluable source of data about your business.

In the age of digitalization, the website is the face of the company, but unfortunately, not everyone is fully aware of this. I would like to highlight a few key points often underestimated when creating a website. Undoubtedly, fixing the problems listed below will provide the user or future customers with an unforgettable and high-quality experience and help increase sales.

What product does the company sell?

This is the starting point on which the outcome of your future work depends. So, the product description should be clear and understandable for the user at the stage of its study and not only after its acquisition and product experience. Make sure that everything is written on your site in detail.?

If you find flaws that keep you from presenting the perfect site, slow down to fix them. You should correct the information about the product, what it does, and how it helps so that it becomes as accessible, understandable, and engaging as possible. After all, this can be the first pleasant impression that will lay the foundation for building relationships with a new buyer!

Use cases

Proper and well-written case studies will increase customer confidence in your company. There is nothing better than seeing how your products help others improve their lives or businesses. Undoubtedly, the use cases would work better if accompanied by videos and testimonials detailing how your products helped customers. This content is trustworthy, agree?

Let's consider an example. You came to Amazon for a book and want to read the testimonials of other readers. What you learn from these reviews will determine whether you buy the book. Check this example from Amazon. Isn't it fascinating how it attracts reviews and more customers? https://prnt.sc/KvhuFt9zXBD6

Trial

Another bonus for the website will be a trial. Let's all agree that you would be happier if you were offered to study and try the product before buying it.

After all, you don't always want to invest in the purchase of an unknown product, even without knowing whether you like it and whether it suits you or not. Finally, a trial period increases the chances that the product will generate interest and be purchased in the future.?

Something even better here is a live demo. What is it? That's the part where you can interact with the product without waiting or booking a meeting with sales. Besides, it is very easy to start using it. Just get on the website, fill in some information, and you can play with the product right away. As an example can serve https://www.navattic.com/ with their interactive platform.?

Isn't it engaging to play with it yourself??

I bet it is.?

Pricing

Today, a significant drawback of enterprises' websites is the lack of transparent pricing. The most accurate prices are not so important, but approximate prices are vital so the user can understand what to focus on. But it's not very convenient to buy when you don't have a ballpark, would you agree? Blind shopping is clearly not what buyers expect from you.

Of course, with a strong desire to get to the bottom of the truth, users can use Google or write to various groups on Facebook and request information from other users. Besides, they often try to figure out the pricing by googling G2, Reddit or quora in the hope that someone will give them pricing or mention it. Unfortunately, many companies do not take this into account.?

So, wouldn't it be wiser to write down the information on the pricing page so as not to complicate anyone's life?

Importance of sales information

Ideally, the company should have a sales department that will perform all the necessary functions related to sales.?

Firstly, it is well-coordinated, where each employee has the necessary and clearly defined tasks and goals.?

Secondly, monitoring a company's sales performance is easier if you have the appropriate department. For example, when there is a sales problem, you know the employees responsible for solving it and simply entrust them with its implementation.

Sales are what will help you become one of the best. Undoubtedly, sales support your marketing strategy, increase brand awareness, and in ideal cases (avoiding hand-offs), teach your customers how to use your product. I bet it's easier for the customers to deal with one person from the beginning until the end.

Salespeople with full salary and bonuses vs salespeople with commissions

Today, companies often have different opinions about the payment of salespeople.?

Someone tends to believe it is correct to pay sellers only half of the salary, and sellers should earn the rest by increasing sales and attracting new customers.?

Or an alternative option, in which the sellers receive total compensation in any case. And if they work successfully and bring benefits to the company, then they receive bonuses.?

Before jumping to conclusions, who is treated as worth in the company rather than your sales? Is your focus to create tension for them, so they create pressure on your buyers? Do you need your buyers tense??

What is our position? We consider the second model as the lesser evil for two key reasons:

• A seller who depends on commissions often takes a more aggressive approach to offer a product, acts more intrusively, and broadcasts pressure on customers. And this, of course, will not lead to any good.
• The employees who are confident and receive full salary will feel the company is interested in them. Thus, the quality of work increases. The company can form a team of employees that have been united over the years.?

Isn't fluctuation an issue nowadays?

Unacceptable aspects in modern marketing.

Tracking current trends and adapting quickly to keep up with the times is a must-have for every company looking to stay afloat. So, if you are still using the following methods in sales strategies, then you should rethink them immediately:

• Email spam with text like "Hey, do you want to speak to sales?" or "Buy our product..."
• Email spam after consuming information on the website (engaging with the content or the event).
• An unprofessional language for presenting information on the site that is not understandable to a simple user unfamiliar with your business's specifics.?

Btw, when was the last time you checked a corporate website? See Salesloft and let me know what you think they sell.

This should not be allowed if you value the reputation of your brand. So, try to use progressive profiling and provide customers with a personalized experience.

But there is something else that needs to be persistently avoided. You should stop annoyingly sending connections on LinkedIn and bombarding recipients with spam and other intrusive information. This is a relic of the past, and today it will work against you. You should be mindful of whom you want a connection with on Linkedin.?

Thus, if you want to succeed, your initial desire should be to help your customers. You should ask the audience questions, seek their opinion, and do everything necessary to provide an unprecedented user experience. In this way, you will be able to establish excellent relationships with customers, which will immediately affect your sales.

In Summary

The commitment of many companies to spam marketing continues unabated, which is a deterrent to brand development. But many categorically refuse to change their marketing strategy, which makes them worse off. And this may be the biggest challenge that keeps marketing from moving to a new modern model.

We're sure that the only way out of this situation is a confident direction toward modernizing marketing and not paying attention to the actions of others. By the way, a trendy step lately is hiring a fractional CMO, which, thanks to its vast experience and knowledge of many pitfalls, will be able to reflash your company's strategy in the shortest possible time.

Avoiding rampant spam will benefit you. And this is the ultimate truth. Thus, do not be afraid to change for the good of the future!