THE BUYER CENTRIC REVENUE MODEL

Liberate from outdated and harmful Sales-Led Growth from 1980s, with Marketing-Led Growth (MLG) via the MODERN B2B Marketing and Sales model built for TODAY, not 40 years ago: The Buyer Centric Revenue Model.

  1. Marketing-Led Growth: Marketing to generate customers and free trial activations (self-service), and leads for Sales (extent buyers need Sales) via proper, modern, non-spam marketing. Sales is a support function to Marketing to help mostly with post-sale fulfillment. Website is a 24/7 marketer and seller, and the best a company has.

    • Sunsets Sales-Led Growth from 1980's: Sales Development (spam), Sales Assembly Line (AE-CSM split etc), quota and commission (to pressure sellers to pressure buyers), forcing buyers artificially and prematurely to Sales. Gradually repurpose Sales Development to Marketing with 2 experiments. Sales Development first to thank you.

  2. Real Sales (AE-CSM combined, no handoffs, no spam, no quota, no commission, supporting Marketing). 

    • Sunset Sales Assembly Line and condenses the Sales role as much as possible. 

  3. Proper holistic Marketing and Sales goals and metrics that show the full picture of efficacy (profit, revenue, win rate, sales cycle, ACV, CAC, CAC payback, CLV, churn, customer health and satisfaction, opportunities, demo requests etc)

    • Sunset contact info of uninterested buyers (MQLs) for Marketing, and revenue on initial sale (quota) for Sales.  

  4. Sales comp of full salary plus bonus like any other employee. 

    • Sunset Commission, or half salary withheld pending quota attainment, with some probability to exceed full salary to extent quota is exceeded. Or at least let sellers choose, like they do health insurance plans. 

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Achieve more productive and fulfilling careers. Achieve better growth and profit: more, faster, easier, for less. Achieve a massive competitive advantage, attracting top talent and buyers alike. 

Follow adoption blueprint of "analyze, test, prove, gradual transition". 


Liberate yourself from unnecessary and outdated Sales-Led Growth practices that do more harm than good. 

Join the movement of forward-thinking peers liberating and modernizing B2B Marketing and Sales.

Join the community to be apart of the movement. Check out the book and the podcast to learn more.