There are two sides to marketing and sales.
- The states that prospects and customers go through; and
- The corresponding and matching marketing and sales pipelines (and the processes that make it happen.)
The processes then give you a To Do task list, both once off and ongoing and Gantt Chart; and the To Do list then gives you the foundation to hire at team or automate the processes.
The pipeline is the glue that puts it all together.
The first can be broken down to:
- The Human Purchasing Process; and
- The Customer Journey.
This is what the first looks like specifically:
In The Human Purchasing Process, when the prospect becomes aware of their needs and motivated, the sales step is suspecting and the marketing pipeline is Traffic.
In The Human Purchasing Process and The Customer Journey, when the prospect becomes aware of brands the sales step is suspecting and the marketing pipeline is content.
In The Human Purchasing Process, when the prospect becomes convinced of a brand and in The Customer Journey, when the prospect Engaged or Subscribed, the sales step is targeting outreach, qualifying, needs analysis, solution presentation and addressing concerns and the marketing pipeline is a Gated Offer.
In The Human Purchasing Process and The Customer Journey, when the prospect becomes a customer by purchasing or converting (and is excited), the sales step is closing and the marketing pipeline is Low Priced Offer.
In The Customer Journey, when the customer Escalates, the sales step and marketing pipeline is a Main Offer, a Profit Offer, or a New Product, Service or Solution Launch.
In the Customer Journey, when the customer Recommends or Refers, the sales step and marketing pipeline is Engagement.