In this episode of What’s Wrong With Revenue?, we’re going to talk about how you need to get your prospects to FEEL if you want to get them to choose you, do it quickly and do it more frequently.
Since this week’s show has a lot to do with sales and marketing execution, my guest is Kade Wilcox, Senior Strategist at Square 2. Kade is responsible for helping our prospects determine exactly what they need us to do for them and recommending the right tactics to help them grow. He has mastered the art of getting people who don’t know him or Square 2 to feel safe enough with us to give us the honor of working with them.
During the show we’re covering exactly how you leverage marketing and specifically your website, content and email nurtures to help prospects get to know, like and trust your company. The result of this should be an increase in sales opportunities for the sales team.
Then we’re talking about a sales process that is also designed to help prospects get to know, like and trust you, your sales reps and any other team members they might work with.
Both marketing and sales have to be in perfect alignment here. If marketing is working on know, like and trust but sales is pushing contracts, proposals or quotes, you have a misalignment that will make your prospects run for the hills.
This can all be done artfully. All your prospects need to know is that they love talking to your people, they love reading your material, they feel like you care about them and they feel safe signing with you instead of your competitors. Now your business has a scalable, repeatable and predictable revenue generation machine. Now you can grow.
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