Increasing Revenue and Accelerating Business Growth

By special guest Brian Vellmure of Initium

Brian Vellmure is the CEO & Founder of Initium LLC / Innovantage, and is often referred to as a Social CRM and Social Business thought leader & pioneer. He is an accomplished business leader, consultant, speaker, and award winning and syndicated blogger. http://www.brianvellmure.com

The Impact of Marketing on Revenue

In the last 10 years, nearly 50% of the Fortune 500 membership has been replaced. Most small businesses don’t survive for more than 5 years, and various studies have shown that the average tenure of a CMO is shorter than their C-Suite counterparts.  In today’s marketplace, there is constantly increasing pressure for organizations to create measurable returns rapidly, or be replaced. 

In a business environment where barriers to entry are as low ad they’ve ever been, technological advancement, ubiquitous digital connectedness, a tightly interwoven global economic landscape, and an eruption of data has created a business climate of unequaled opportunity, complexity, and risk.

According to the 2011 IBM Global CMO study, CMOs are being held more financially accountable to their organizations to produce business outcomes at a faster pace, and show a direct correlation from their efforts to realized revenue.  

Highlighting the urgency of increasing revenue, and accelerating business growth, a 2011 study by CSO Insights confirms that the top two priorities for CMOs are:

• Increasing New Customer Acquisition
• Optimizing Cross-Selling and UpSelling

But the main question many of these same CMO’s are asking themselves is, how exactly will we do that? 

How do we keep existing customers and build brand loyalty in an increasingly fragmented world? 

How do we gain the attention of new prospects amongst the constant noise and bombardment from a growing army of competitors? 

And how do we do all of this in a short enough timeframe to appease anxious stakeholders?

If you are a marketer or executive facing similar issues and goals, the content below may begin to answer some of those questions for you.