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Rise of the Revenue Marketer Paperback – 2013

4.7 out of 5 stars 25 customer reviews

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Product Details

  • Paperback: 228 pages
  • Publisher: BookLogix (2013)
  • Language: English
  • ISBN-10: 1610054075
  • ISBN-13: 978-1610054072
  • Product Dimensions: 10 x 7 x 0.6 inches
  • Shipping Weight: 1.1 pounds
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (25 customer reviews)
  • Amazon Best Sellers Rank: #540,710 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Kindle Edition Verified Purchase
Rise of the Revenue Marketer is more than a book. It's a recipe. After a brief history on the genesis of revenue marketing, the narrative jumps straight into the methodology by which marketing transforms from a cost center to a revenue center.

The core definition of revenue marketing boils down to four points. First, successfully marketing drops SALES READY LEADS into the top of the demand generation funnel. Next, it ACCELERATES sales opportunities through the sales pipeline. Third, it MEASURES based on the principle that the action is Repeatable, Predictable, and Scalable. Finally, it TRANSFORMS marketing from a revenue center to a cost center.

The author then points the way to becoming a "revenue marketing machine" by going on a revenue marketing journey. Today's B2B and B2C buyers now have 60-70% of information before a company even becomes aware of a prospect. The REVENUE MARKETING JOURNEY illustrates where your company may be on the path. 50% of companies fall into the realm of TRADITIONAL MARKETING centered around the 4 Marketing Ps learned in college: product, promotion, placement, and price. 25% of companies today are LEAD GENERATION MARKETING. This incorporates emails sent, open rate, number of forms submitted, percentage of forms completed, the number of leads sent to sales, and the cost per lead. At this phase, there is a cold war between sales and marketing with the marketing department producing leads and the sales department believing that the leads often are not worth the effort. 20% of companies today are DEMAND GENERATION MARKETING companies with full featured CRM tools, ongoing nurturing during the buyer's journey, targeting, funnel conversions, and sales-ready leads providing the leads to sales.
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Format: Kindle Edition
Best marketing book I have read and I have reviewed more than 100 through the years. This book ‘s mandate sets the stage for the future of marketing with Revenue Marketers being the generators of wealth. Presidents must read it to understand what is possible. Sales managers must read it to understand how to lower sales expense and increase sales with less manpower. Marketers must read it to understand what is expected of them. This is not a theory book; it is a book filled with facts from senior marketing managers who have walked the talk and become generators of wealth equal to sales. This is a Sales Lead Management Association recommeded book.
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Format: Paperback Verified Purchase
Debbie has done an outstanding job pulling together valuable insight for Revenue Marketers. I don't know anyone more passionate about revenue marketing than Debbie and she certainly is an expert in her field. I could not wait to get my hands on this much anticipated book and have already handed out over 20 copies to my team and colleagues. The reviews from my peer group have been incredible. While my work was mentioned in the book, I found the insights gathered from other companies invaluable. I'm so impressed with the level of info Debbie was able to glean from other marketing execs.
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Format: Kindle Edition Verified Purchase
This book is only useful in the first two chapters. After that I felt the author is trying hard to make it into one whole book by filling It in with stories and useless words. The first 2 chapters out of 9 is literally the only chapters you need to read.
A pity since this book is on how you can become a good marketer. Too good that this book "tricked" me to buy it.
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Format: Kindle Edition Verified Purchase
Any marketer who wants to remain relevant in the field should read this book and start building the infrastructure to make revenue marketing happen. This approach is where our discipline is headed and those who do not embrace these revenue marketing principles will find themselves in other roles in the not too distant future. You either contribute to revenue for the company or find another job. For many marketers and organizations, this transformational change will result in remaining relevant as a company or becoming obsolescent. This book clearly lays out what lies ahead, how specific examples of companies are already embracing it and you can start your journey to having a seat at the revenue table. Great read, very actionable. Highly recommended.
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Format: Kindle Edition
Debbie Qaqish has done us a great service, by calling attention to the notion that we marketers are responsible for revenue, just as our sales counterparts are. Especially now, as sales teams in B2B companies are pretty much excluded from the customer relationship until the last 30% of the buying process, marketing needs to step in, and not only generate leads, but also identify buying signals and manage the educational part of the relationship until the buyer is ready to meet with a salesperson. This is new, and hugely important to B2B sales and marketing effectiveness. And it requires a different mindset, moving beyond branding and awareness-building, into the world of databases, direct response communications, content marketing, and most important, demonstrating revenue results. Debbie explains all this in a readable way, with plenty of charts and to-do lists, to help us absorb her lessons quickly.

I also appreciate her advice about the need for a new role in B2B marketing, namely, the marketing technology officer. Data management, marketing automation management, social media platforms—these are the tools that drive revenue marketing success. Plus, her chapter on new ways to accomplish sales and marketing alignment is worth the price of the book. Highly recommended to marketing and sales teams in B2B environments, large and small.
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