Sales and Marketing Thought Leadership - Funnel Vision

As a busy executive, you need quick, insightful information specific to business-to-business marketing (B2B). With over 200 customer acquisition engagements across four continents to our name, we can offer you the insight you’re after with Funnel Vision™; a series of 30 sharp, punchy insights into managing your sales and marketing funnel.

Designed for the busiest of executives, Funnel Vision is easily digestible and sent weekly, for free, via email. The articles can also be licensed for publication to private lists. You begin the journey with any one of the following five topics. There are six articles for each topic. To subscribe, click on the subject that holds the most immediate appeal for you.

Strategy

Strategy is a question of focus. Whole-of-company strategy decides what focus will deliver the greatest profit, and go-to-market determines where you will play, and how you’ll play.

Buyer’s Journey

The Buyer’s Journey describes the process undertaken by the buyer as they move from untroubled and unaware, through to ultimately engaging and buying your product. It’s not an administrative process, but a cognitive one.

Sizing the Funnel

Sizing the Funnel is a critical step in developing your go-to-market plan. It helps reconcile gaps between the size of your market, the revenue targets you have set, and the required effectiveness as you move buyers through.

Progression Tactics

Your tactics need to help buyers to progress through each stage of their journey. They shouldn’t be some odd cocktail of cool things to do, but a carefully chosen set of tactics designed to encourage your buyer to take the next step.

Measurement

If you don’t know what’s working, how do you know what to fix? Measurement of every stage in the buyer’s journey tells you what is working and what is not, and most importantly, what you need to change.

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