Blog Entries

Introduction to Revenue Streams

mjensen@dvrc.net — Tue, 11 Aug 2009 00:00:00 +0100

Introduction to Revenue Streams
We hear the term "revenue stream" often. A revenue stream is a method of creating and collecting revenue. It's usually focused on a particular product or service.

Underlying every revenue stream is the sales stages of a sales cycle. A revenue stream consists of a target market for a particular product or service with sales stages to manage the transactions between buyers and sellers.

Sales stages are the seller's version of th [...]

Who's Your Market?

mjensen@dvrc.net — Sun, 24 May 2009 00:00:00 +0100

Here’s a brief checklist for understanding your market. When you build a marketing plan, your target market is central to the plan. This checklist of items will give you a good guideline for researching and understanding your target market.

A. Buyer Behavior
Buyer behavior is a general description of the decision-making, psychological and social influences that affect what the consumer purchases.
1. Buyer motivation
Buyer motivation does not have to be high when p [...]

Common Attributes of Professional Sales People

mjensen@dvrc.net — Sun, 24 May 2009 00:00:00 +0100

The marketplace needs good sales people. While the stereotype of the slick salesman still exists, professional sales people break the stereotype. The difference between a professional sales person and a huckster is strong character traits and ethical behavior. When a buyer engages a professional sales person the buyer most often comes out the winner.

Sales people create awareness, provide knowledge and education and decrease the time and energy required to make a buying decision. Prof [...]

The Values of a Customer

mjensen@dvrc.net — Tue, 14 Apr 2009 00:00:00 +0100

Your current customers are generally your best source for revenue. You have a relationship with them. You can contact them with new information and new opportunities. To maximize customer marketing your processes need to be top notch. Your customer service needs to be excellent.

This assumes you know which customers to market to. This module discusses the process for selecting a customer database for marketing purposes.

Market your products to you customers if you w [...]

Static Websites Still the Norm

mjensen@dvrc.net — Sun, 22 Mar 2009 00:00:00 +0100

I continue to meet companies using static websites for their corporate website. A static website doesn't provide two-way interaction. It's basically an electronic brochure. Web visitors and view but not interact. I call these websites "Presenter" websites.

As I talk to business owners they are still of the opinion that they if they build it people will come. Nothing is farther from the truth. The Internet has billions of pages and its way too easy to be lost in the shuffle. [...]

Sell Benefits

mjensen@dvrc.net — Sat, 21 Mar 2009 00:00:00 +0100

Sell Benefits

It’s often said that people buy a product because of its benefits. Business owners and marketing managers become very subjective about the benefits of their product. They are the zealots who think everyone should own their product. However, from a marketing perspective, target markets need to be told about the benefits of a product. It’s important to identify the benefits of a product and create messaging to explain the benefits clearly and concisely.

Telemarketing Success

mjensen@dvrc.net — Sat, 21 Mar 2009 00:00:00 +0100

I come across articles from time to time about telemarketing being a poor choice for lead generation. "Cold calling doesn't work!" I recently embarked on a new marketing campaign where cold calling is used in conjunction with direct mail. The campaign is getting terrific results. I'm not sure where telemarketing naysayers get their information but they aren't running their own B2B marketing campaigns that's for sure.

We're actually making content with our target market more th [...]

Welcome to the B2B Marketing Plan Blog

mjensen@dvrc.net — Sat, 21 Mar 2009 00:00:00 +0100

Hello and welcome to the B2B Marketing Plan blog. I've been a self-employed entrepreneur since 1985 and a marketing and sales consultant since 1990. I've learned a lot after 24 years in the business trenches. The blog covers all aspects of marketing and sales and is based on my day-to-day experiences with clients, prospects and the bumps and bruises of business.