Customer insight is silver. Prospect insight is gold.

Posted on Nov 21, 2014

Do the math. Your prospects outnumber your customers by a ratio that should inspire your fondest dreams of exponential growth. Your “ten-bagger,” your “BHAG.” 1000-1? 10,000-1? Any way you slice it, every marketer has a prospect audience out there with enormous potential. If. (Big if.) If, for example, marketers get over the obsession with customer […]

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Shorten the sales cycle with two kinds of insight

Posted on Jul 20, 2014

Is a long sales cycle a fact of life for you? Nobody makes an impulsive decision to buy from you. You must nurture the people in your pipeline: from suspect to prospect to lead to hot lead to customer to brand evangelist. (Don’t neglect that last one; it delivers great ROI.) The Buyer’s Journey can […]

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