First things first.

Pipeline growth doesn’t happen like it used to.

There are lots of reasons why, but the biggest ones are that potential buyers…

1. Are more able to self educate, so they don’t need sales in the same way they did and,
2. Have developed coping mechanisms to not deal with salespeople unless they have to.

Over the last couple of decades Marketing has stepped into this breach. The promise of “inbound” leads that magically arrive and all salespeople have to do is close them was incredibly compelling to the counters of beans and the folk that didn’t know how sales really works.

But despite $Trillions of dollars spent on marketing automation, there is now widespread acknowledgement that the tactics of the last decade don’t work. Here are a couple of comments, one from one of NZ’s largest inbound marketing agencies and the other from a dude I follow (you should too if you don’t) who knows his shit about sales.

THE PROBLEM:

So it’s not just me. The issue with the business development engine is showing up now to pretty much everyone. You know this, I know this… the real question is about what comes next.

That’s where we come in.

Given the amount of change in how to effectively engage with buyers and given the amount you have on your plate… you need some support to do this well. That’s us.  We provide a next level of capability & capacity to focus on moving the big rocks that are in the way of helping you succeed in building the pipeline.

We’re basically YOU, just focussing on stuff that you can’t get to.

Typically, our work falls into three categories.

1. Visibility - getting you seen by the people who need to see you.
2. Ease - doing it on their terms, not yours, to maximise the chance they engage.
3. Story - getting the story right. Personalised to segments of one.

THE ANATOMY OF PIPELINE GROWTH: