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Navigating Sales and Marketing with Position and Perspective
This is the final of three clips I’ve made from my Up Next Charlie West presentation. It’s all about understanding your customers and meeting them where they are. I start by emphasizing that sales isn’t just about pushing products; it’s about nurturing relationships.
The common term for this is a funnel, but I think that’s a poor metaphor. A funnel implies everything goes in, but that’s not how sales and marketing work. You start with a large pool of potential customers, but not all will reach the end. Instead, you need to speak to people where they are in the…
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