‘Forget the Funnel, Use the Sales Radar to Find the Invisible Sale’ – ‘Marketing Land’ Article

The latest article on  ‘Marketing Land’ is titled “Forget the Funnel, Use the Sales Radar to Find the Invisible Sale”.

Tom Martin says, “In my earlier days, as a vice-president of business development, I once had to call on a prospect 52 times before our agency was invited to pitch for anything. But the last client I picked up at my current firm took exactly one call and a meeting over beers.

Exact same result. Far less effort and expense.

So what am I doing differently today to create that streamlined, one-meeting-and-a-beer pitch? Simple, I stopped being limited by my sales and marketing database. Instead, I embraced a content-marketing powered, data-based approach more appropriate for today’s digitally centric buyers”.

Forget the Funnel, Use the Sales Radar to Find the Invisible Sale