32 min
SquiggleThink: Navigating the modern B2B buying journey Sales Today
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- Business
Welcome to this new and exciting mini series with Paul Fernandez, Co-founder of The Growth Guys.
Listen in as we unravel 'SquiggleThink'—the idea that purchasing decisions are anything but linear.
We discuss how sales and marketing teams must join forces like never before to guide customers from mere problem awareness to finding the perfect solution.
With a keen focus on the varied stages of buyer awareness and the unique types of buyers out there, we shed light on the complex influences behind their choices and the potential disconnect between traditional sales approaches and today's unpredictable consumer paths.
In our engaging discussion, Paul and I tackle the crucial alignment of sales and marketing strategies, where we highlight the need for collaborative efforts in stirring consumer consciousness.
We look into the perks of personal branding for sales teams, and how marketers can arm them with the right tools to connect authentically with customers.
Through the lens of real-world scenarios, we underscore the challenges of harmonising sales tactics with marketing insights and the critical nature of understanding the ideal client profile.
Don't miss our exploration of the evolving roles in sales and marketing, the essential partnership required for success, and the actionable strategies that can transform prospects into loyal customers.
--------- EPISODE CHAPTERS ---------
(0:00:51) - Understanding the Messy Buying Journey
This chapter introduces the concept of 'Squiggle Think,' a term used to describe the non-linear and often messy journey of the modern buyer in both B2C and B2B contexts. By examining the different stages of awareness and types of buyers – unconscious, subconscious, conscious, and hyper-conscious – we illuminate the diverse motivations and behaviours that can influence purchasing decisions..
(0:11:50) - Aligning Sales and Marketing Strategies
This chapter examines the synergy between sales and marketing teams, emphasising the importance of collaboration for awakening consumer consciousness and aligning messages to effectively address market challenges. We explore the benefits of sales teams developing personal brands and content marketing strategies, and how marketing can equip sales with the tools needed to resonate with customers. The conversation touches on potential obstacles, such as resistance from both sales and marketing to change traditional roles, and the importance of having a unified understanding of the ideal client profile to prevent misalignment.
(0:18:17) - Evolution of Sales and Marketing
We explore the evolving dynamics between sales and marketing in the context of professional standards, content creation, and the challenges faced by salespeople in the digital age. The discussion also touches on the need for a mindset shift among sales professionals as they adapt to nurturing prospects through various stages of engagement, from social media to in-person meetings.
Follow Paul
LinkedIn: https://www.linkedin.com/in/paul-a-fernandez/
Website: https://www.thegrowthguys.co.uk/
Follow Fred
Websites: https://www.linkedin.com/in/fredcopestake/
Watch this episode on YouTube
https://youtu.be/ydpZE-9ZOy8
Welcome to this new and exciting mini series with Paul Fernandez, Co-founder of The Growth Guys.
Listen in as we unravel 'SquiggleThink'—the idea that purchasing decisions are anything but linear.
We discuss how sales and marketing teams must join forces like never before to guide customers from mere problem awareness to finding the perfect solution.
With a keen focus on the varied stages of buyer awareness and the unique types of buyers out there, we shed light on the complex influences behind their choices and the potential disconnect between traditional sales approaches and today's unpredictable consumer paths.
In our engaging discussion, Paul and I tackle the crucial alignment of sales and marketing strategies, where we highlight the need for collaborative efforts in stirring consumer consciousness.
We look into the perks of personal branding for sales teams, and how marketers can arm them with the right tools to connect authentically with customers.
Through the lens of real-world scenarios, we underscore the challenges of harmonising sales tactics with marketing insights and the critical nature of understanding the ideal client profile.
Don't miss our exploration of the evolving roles in sales and marketing, the essential partnership required for success, and the actionable strategies that can transform prospects into loyal customers.
--------- EPISODE CHAPTERS ---------
(0:00:51) - Understanding the Messy Buying Journey
This chapter introduces the concept of 'Squiggle Think,' a term used to describe the non-linear and often messy journey of the modern buyer in both B2C and B2B contexts. By examining the different stages of awareness and types of buyers – unconscious, subconscious, conscious, and hyper-conscious – we illuminate the diverse motivations and behaviours that can influence purchasing decisions..
(0:11:50) - Aligning Sales and Marketing Strategies
This chapter examines the synergy between sales and marketing teams, emphasising the importance of collaboration for awakening consumer consciousness and aligning messages to effectively address market challenges. We explore the benefits of sales teams developing personal brands and content marketing strategies, and how marketing can equip sales with the tools needed to resonate with customers. The conversation touches on potential obstacles, such as resistance from both sales and marketing to change traditional roles, and the importance of having a unified understanding of the ideal client profile to prevent misalignment.
(0:18:17) - Evolution of Sales and Marketing
We explore the evolving dynamics between sales and marketing in the context of professional standards, content creation, and the challenges faced by salespeople in the digital age. The discussion also touches on the need for a mindset shift among sales professionals as they adapt to nurturing prospects through various stages of engagement, from social media to in-person meetings.
Follow Paul
LinkedIn: https://www.linkedin.com/in/paul-a-fernandez/
Website: https://www.thegrowthguys.co.uk/
Follow Fred
Websites: https://www.linkedin.com/in/fredcopestake/
Watch this episode on YouTube
https://youtu.be/ydpZE-9ZOy8
32 min
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