Team’s unique understanding mobile no data of both the market, the competition, and experimentation, you can tweak your pricing until you perfectly optimize volume and margins to create maximum impact on revenue.
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6) Lead-to-Close Velocity & Objection Stacking
As B2B leads take anywhere from a few weeks to a full year to become a customer, the sales cycle length can dramatically impact revenue generation.
While traditional marketing activities are not usually seen as revenue drivers, companies should consider how these activities impact lead-to-close velocity and close rates. Things like proper messaging, awareness, and credibility (i.e., case studies) all affect both and therefore have a major impact on the bottom line. While it’s sometimes difficult to measure, it’s always worth it to understand its relationship to revenue generation.
Understanding common objectives that come up throughout the buying process is another way marketing can influence revenue generation. By gaining insights into why leads may not be converting, marketing can be proactive and start addressing common concerns and questions in marketing content before leads even make it to sales. Doing so prevents these objections from being raised in the sales process, making it a smoother, faster cycle. Sales-informed marketing promotes further alignment between the two teams, opening the door to better close rates and higher revenue.
C-Suite and Collaboration Are The Keys to Success
For these strategies to work, there needs to be a core alignment between sales and marketing and the entire C-Suite, as most of these initiatives require impeccable collaboration between all departments. The 7th step might be enlisting the services of a revenue marketing agency to help you with that alignment! Start taking charge of your brand and business's future with revenue marketing by downloading our Revenue Marketing Workbook Template bundle.