Yes, the Revenue Zone System can be used with B2C or ecommerce businesses and is particularly applicable when the products or services being sold are "considered purchases" meaning that there is buyer research and consideration that is conducted prior to making a buying decision. This is often the case with bigger-ticket purchases.

Yes, for sure! The Revenue Zone System is a perfect compliment and extension to an ABM strategy. Your Yellow Brick Road provides a framework and headstart for personalizing the buyer experience which is at the heart of a good ABN strategy.

Definitely! The basic philosophy of the Revenue Zone System revolves around enabling the buyer. As a solo sales person, work out your "personal" Yellow Brick Road based on previous successful sales cycles and determine how you will act as a guide and trusted advisor to your prospect. Monitor your progress using the analytics and KPI's that are discussed in Chapter 8.

Remember that the Buyer’s Journey is a journey—not an event—that can take place over weeks or even months. Also keep in mind that typical B2B purchases have multiple people involved in the journey, so this can be hard to track and understand. Finally make sure you review Chapter 7 an dhave your RZ Tech Stack in place so you can monitor what is taking place.

Not every prospect is going to follow your exact YBR sequence. However, if you are finding, by reviewing your website analytics and other data, that your sequence is way off track, then you will want to make some adjustments.

In the early stages of your YBR, you should just define and implement one YBR sequence for all roles and monitor the results. Over time, you may find that you need to create variants of your YBR for some of the different prospect roles (such as for security, IT, etc.), but start with just a single YBR route.

Check out Chapter 6 which introduces the Revenue Expansion Flywheel for techniques and strategies for maximizing sales and predictable revenue growth with existing customers.