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Marketing to the Sales Prospect Who Said “NO”

We’ve all been there. You’ve presented a proposal but – surprise! – the prospect tells you they can’t move forward. This can be depressing and frustrating because creating a tailored proposal consumes resources, and you were anticipating a good outcome – making a sale. Let’s assume you’ve followed a good sales process. If this is …

Move Prospects from Strangers to Customers

Marketers often categorize the customer journey into four main stages when contemplating customer acquisition:  Awareness, Interest, Consideration, Decision Making. By making sure you create a variety of content and have the right content in the right places, you can create a deliberate journey for your prospects and help move them from stranger to customer.  This …

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