Successful companies have stopped doing mkt to fill the funnel, targeting the broad market segment. It’s not about volume anymore, it’s about
🟣 shifting the attention to who on a customer side to include in conversation and whom to invite to participate in the buying process.
🟣 trying to understand how and where and when they are making their decisions and implementing a much more targeted approach.
🟣 answering a variety of questions, and interests and helping to understand how they can overcome their challenge and thus help move the customer to the next stage in their buying journey.
And through that experience help build the relationship and trust. Being present and trying to develop a deeper understanding of the unique customer environment while providing value.