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The revenue cycle is a hybrid of the sales cycle where each encounter with the prospect is measured by actions that gain a commitment or advance the sale.

7 steps of the Online Revenue Cycle

  The revenue cycle is a hybrid of the sales cycle where each encounter with the prospect is measured by actions that gain a commitment or advance the sale. Applying sales methodology to the marketing cycle Developing an online revenue cycle requires a structured approach in which marketing and sales work together. Marketo, in their […]
Marketing execs need to provide accountable metrics that contribute to company revenue.

Making a case for business-to-business marketing investment

Marketing execs need to provide accountable metrics that contribute to company revenue. Soft marketing metrics don’t impress the CEO or CFO. In most business-to-business vertical marketing segments, marketing is viewed as an expense on the balance sheet. One reason for this is that the justification for marketing has relied on soft metrics — awareness levels, […]
Good business relationships are built on trust.

Business-to-business marketing and relationship building

Good business relationships are built on trust. The longer the sales cycles, the more important the relationship becomes Business-to-business marketing has always been about establishing a relationship with the prospect. One reason for this is most considered purchases involve multiple parties, resulting in extended sales cycle time. With the new technology of programmatic buying and […]