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4 Pros, Cons, Fears and Facts B2B Marketers Should Know
Louis Foong / The Alea Group / July 23, 2013
Revenue Marketing, that’s the latest buzz word doing the rounds. Fair enough, everyone loves “Revenue” and wants more of it. “Marketing” still has many enemies. So the smart (sneaky?) thing to do is marry the two together and build popularity. And oh, you can give them a lovechild too—social media.
So now here is what the “social media gurus” are saying in the world of B2B marketing:
Social media can accelerate revenue marketing. Can it really?
Let’s Consider These Simple Facts, Pros, Cons And Fears About Revenue Marketing
- FACT: Here’s the fundamental difference between traditional marketing and revenue marketing.
The lead funnel in traditional marketing starts off with marketing handing over qualified leads to sales. It’s the progression of MQLs (marketing qualified leads) to SALs (sales accepted leads). Revenue marketing places revenue accountability alongside demand generation responsibility equally on marketing and sales. Lead generation programs now need a process that can be repeated over and over to create cadence. The aim is to be able to scale lead generation programs and get sustainable, consistent results, a.k.a. conversion.