Sales Process, Sales Prospecting

Full-Funnel Marketing: Is it Advertising or Marketing? The Challenge of Creating Awareness in a Noisy World.

August 2, 2016
By Mark Hunter

Is it advertising that’s needed to create customers or is it marketing? Does it matter?

Matt Heinz and his team at Heinz Marketing have put together a great book on the subject, and you can get an electronic copy of Full Funnel Marketing for free!

I’ve known Matt for several years and I am a big fan of the work his team does, so when he asked me to read it, I certainly did.

If you’re an agency or in any type of a marketing role, you need to read the book. He challenges a lot of conventional thinking and, in particular, I jumped on pages 3 through 9. My passion has always been toward sales versus marketing, but he does a great job of pushing our thinking on both.

Take a moment regardless of whether you’re in sales or marketing and ask yourself these 3 questions:

What problem are you solving and for whom?

What is your sales process, and how does it align with how your buyers buy?

How are you going to decrease acquisition costs over time?

Simple questions that demand complex answers and that’s just in the first few pages of the book.

I’ll let you think about these 3 questions, but don’t do so by just thinking about your business today. Push yourself further and ask yourself what these answers might look like 3 years from now. Tactical thinking is answering today’s questions. Strategic thinking is determining what tomorrow’s questions will be.

I like hanging around with smart friends like Matt. Thank you, Matt, for being willing to push our thinking and being willing to share with with everyone.

You won’t regret getting the free copy of Full Funnel Marketing.

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Full-Funnel Marketing: Is it Advertising or Marketing? The Challenge of Creating Awareness in a Noisy World.

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