Revenue Disruption: Game-Changing Sales and Marketing Strategies to Accelerate Growth Book

Acknowledgments ix

Introduction xi

Part I THE PROBLEM: CAUSES AND CONSEQUENCES OF REVENUE DYSFUNCTION 1

Chapter 1 It’s the Buyer, Stupid 3

The New Showroom Floor 5

Chapter 2 The Selling Cry of the Lonely Hunter 7

It Takes a Village 8

Revenue as a Process 9

Chapter 3 Before and After Mad Men: A Brief History of Marketing 11

“They Laughed When I Sat Down . . .” 12

Core Marketing Philosophies Take Shape 13

The Good, the Bad, and the Ugly 15

Chapter 4 Demand Generation Emerges 17

Big Data Spawns Demand Generation 18

The Rise of “Left Brain” Marketing 19

Chapter 5 Sales Is from Mars, Marketing Is from Venus 23

Stop Talking to My Customers! 25

Sometimes Opposites Don’t Attract 26

Toward a More Harmonious and Productive Relationship 29

Chapter 6 The Sea Change Called Social Media 33

Power Shift 35

Transparency: It’s All Out There, So Deal with It 35

Authenticity: Crowd-Sourcing the Truth 36

Agility: Whatever Happens, It Will Happen Fast 37

Chapter 7 Coffee’s Not Just for Closers Anymore 39

Big Change Is Already Here 40

The End of “Telling and Selling” 41

Encouraging Collaborative Communication 42

Chapter 8 A Research-Based Perspective on Superior Revenue Growth 45

Experience versus Fresh Eyes 46

High Growth Means a Higher Marketing Percentage 47

Coordinated Management of Marketing and Sales Matters 48

Chapter 9 Leaving Trillions on the Table 51

Part II THE ROAD TO REVOLUTION: TRANSFORMING THE REVENUE MODEL 57

Chapter 10 The First, Crucial Step: Committing to Fundamental Change 59

The Value of Real Change 60

The Imperative for Growth 61

Driving Growth by Changing the Marketing and Sales Dynamic 62

Time to Commit to Fundamental Change 64

Chapter 11 Is Revenue the Weakest Link in the Chain? 67

Learning from the Six Sigma Revolution 69

Continuous Improvement in the Demand Chain 70

Chapter 12 The Power of a Revenue Cycle Process 73

There’s More to the Revenue Cycle Story 78

Water May Flow Downhill, But Leads Don’t 80

Chapter 13 Marketing Is Not a Cost Center . . . It Is an Investment in Growth 83

Who Is in Charge of Your Company’s Revenue? 84

Take a Page (or Two) from the Sales Playbook 87

Winning Hearts and Minds 90

Part III THE LEVERS TO REVENUE TRANSFORMATION 93

Chapter 14 People and Process; Art and Science 95

Toward a Revenue Machine 96

“Danger, Will Robinson” 99

Chapter 15 The Nuts and Bolts of a Revenue Cycle Process 101

Defi ning Your Revenue Cycle Model 103

Walk Before You Run 104

Farming Revenue 105

Chapter 16 “Seed Nurturing”—Helping Your Buyers Find You 115

Attracting Buyers across the Revenue Cycle with Content Marketing 117

Help Your Content Get Found with Optimization and Promotion 118

Transforming Awareness into Preference 121

Converting Preference into Leads 122

Chapter 17 The Art and Science of Nurturing and Scoring Leads 125

Building Engagement and Developing Relationships with Lead Nurturing 127

Identifying the Hottest Leads and Opportunities with Lead Scoring 131

Passing the Baton from Marketing to Sales 136

Chapter 18 Making Every Sales Moment Count 139

From the Serengeti to the Supermarket 140

The High-Efficiency Human Touch 141

Always Be Prioritizing 143

It’s Easy Being Green 146

Understand the Revenue Lifecycle 147

Chapter 19 Shining a Bright Light on the Revenue Machine 149

The End of “Half My Marketing Is Wasted” 150

Treating Marketing Like an Investment 154

Go with the Flow: Measuring the Revenue Cycle 154

The Power of Long-Range Revenue Forecasting 157

Chapter 20 Technology for the Revenue Process 161

Why Does Revenue Performance Management Need a System? 162

Marketing Automation: A Critical Step on the Revenue Journey 165

A Platform for Change 166

Chapter 21 Never Forget the Creative Side of Revenue Creation 171

Part IV PUTTING THE PIECES TOGETHER: INCITING YOUR REVENUE REVOLUTION 175

Chapter 22 Old Models: Up Against the Wall! 177

Chapter 23 The First Steps on Your RPM Journey 181

RPM as a CEO Imperative 182

Creating “Team Revenue” within the Corporation 184

Yes, You Gotta Buy Some Software 186

Selecting an Initial Project Scope 187

Creating a New Narrative for Change 188

Chapter 24 To Win the Revenue Game, You Need a Playbook 191

Driving Revenue Performance with a Common Playbook 191

Chapter 25 Should You Appoint a Chief Revenue Officer? 197

Hiring a CRO for All the Right Reasons 202

Chapter 26 The Roadmap for Your RPM Journey 205

Chapter 27 Viva la Revolution! 209

The Power and Promise of Revolutionary Change 210

Bibliography 211

Index 219