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Transcript

Why Your Sales Funnel Is Not Working · The High Ground

0:00
You built the funnel, you're pouring leads into
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the top, yet nothing's coming out the other end.
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The funnel isn't underperforming, it's just the
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wrong model. Buyers don't move in a straight
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line from awareness to purchase. They loop, they
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leave, they come back. The funnel pretends they
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don't, but the flywheel doesn't. If you've got
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a funnel that looks great on paper, but looks
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like a sieve in real life, then this one's for
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you. Today we're breaking down why the traditional
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funnel is failing, what buying purchases actually
0:26
look like and what to do instead. Over 90 % of
0:29
people watching the podcast aren't actually subscribed
0:31
and we release conversations like this every
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single week so make sure you hit that subscribe
0:36
button down below. So why your funnel is failing?
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So typically it would be you know aware, interest,
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decision, purchase and that's kind of been the
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funnel model for well since marketing became
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a thing now the problem with that is people don't
0:57
move in a aware interest decision and purchase
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they you know they learn who you are they go
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away they research they come back to you they
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go away they come back they go away they you
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know it's not a specific funnel they go down
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plus they don't just go to purchase and then
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that's the end of the cycle you know they become
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loyal advocates of the business and that's ideally
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what you want I mean the thing is no one buys
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in a linear way especially in BEB and so basically
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what they generally do in BEB there's also generally
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a buying committee so that could be the C -suite
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or it could be a vertical where there's maybe
1:40
marketing and the marketing team are buying a
1:42
tool to help them or whatever that might be so
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nobody A, it's not just a single person purchasing
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it in most cases. There's usually a team behind
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it. And therefore, it's not just a, you know,
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there's my problem. There's the solution. Let's
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buy it. obviously what people do nowadays is
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there's just a wealth of information out there
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where different different companies are offering
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different products to solve different problems
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some businesses don't actually even know they've
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got a problem until someone points out generally
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and generally what happens when people are buying
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things is they ask their peers their colleagues
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for if they know anyone or any other businesses
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that can help do they know of a solution to have
2:29
any recommendations and have they reviewed anyone
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before have they used anything themselves and
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generally if they're put in the direction of
2:38
a company It's not just a case of, well, that's
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what I'm going to use. They'll do the research.
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They'll have a look at reviews. They'll have
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a look at the products. They'll probably review
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their website. Does this company look professional?
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Because if they don't look professional, they're
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probably not going to be the best fit for our
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professional service. So these are things that
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people need to consider when they're looking
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at the buyer's journey. It's not just a linear.
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easy sale from a to b and then you're done yeah
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the problem is people treat it as a finish line
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you know they see that purchase and they're like
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yep we got it that's it that you know it's done
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but that's not the moment it's done because then
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you have to you know first obviously your marketing
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needs to be good you your positioning needs to
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be good your branding needs to be good so that
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you have that solid foundation so that when they
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find you they you know trust you And then it
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goes through that stage and, you know, they come
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in, they go out, they'll research you, they'll
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go to your website, your social media, they might
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go away, they might, you know, look at your competitors,
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then come back to you and then go away. You know,
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there's lots of different touch points. And,
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you know, I think even a couple of years ago
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before AI became a thing, it was like 12 touch
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points. I think now in the B2B, it's like, you
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know, up in the 20 touch points. yeah there's
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just so many different businesses out there and
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people are becoming more aware of the amount
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of content that's out there now you know to try
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and compete and and to try and understand and
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there's a lot of different views from people
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and things like that so and people are a bit
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more money savvy i think nowadays you know watching
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the purse strings a little bit more and the thing
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is when we're talking about like the sale being
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the finish line I mean, the sale is just the
4:31
start, really. I mean, this is exactly why we
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have customer success teams, because customer
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success teams make sure that onboarding is correct,
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make sure the customer is happy and, you know,
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they're successful with their customers. And
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it just doesn't even stop there either. I mean,
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the operational... factor within the business
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needs to be helping each function within that
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whole revenue system to function properly and
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then you've obviously got the whole market and
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the whole marketing side of things which which,
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as you say, you know, you need to make sure that
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you've got your ICP set out, you've got your
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positioning properly set out, you know who you're
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going to target, why you're targeting them, what
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the offer is. Even internally, I mean, the team
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needs to be completely briefed on what your purpose
5:15
is, your vision, your mission, your core values,
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you know, and everyone's working together as
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one singular revenue team. And it really does
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start at that foundational level where we, you
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know, we even seen it when we rebranded and,
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you know, before when we were Adonis Media, I
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was a bit like, oh yeah, we do everything. Woo.
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Now we're Bordaria. The whole team is like, yep,
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this is who we are. This is what we do. This
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is who we help or who we partner with. And this
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is going off to a different, you know, kind of
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subject, but the whole team is just aligned and
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it makes. life so much easier. It's about having
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that focus on the business and especially when
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you get an opportunity to work on the business
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rather than in it but it actually aligns everyone
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else and that's really important. You need that
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alignment not just in the tools and everything
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that you're using and your whole brand perception
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right through from every touch point as you say
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from social media to the website to the PR and
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everything. else that goes along that but you
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need alignment within the team and once everything
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is aligned any btb company will experience a
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bit of revenue growth in the long term yeah the
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problem with the funnel as well is it has no
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room for growth you know it's just in and out
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and then that's it you know we've got a customer
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they've purchased from us oh we got their money
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that's it but that's not how it should be and
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you know we said this a little bit earlier where
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You know, you need to be giving that high quality
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customer service so that they're going, whoa,
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holy crap. You know, this is, you know, this
6:55
is the best experience I've ever had. They were
6:57
so easy to work with. When, you know, gym next
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door asks for a pool professional, you're first
7:05
going to think, oh, yeah, well, I just got my
7:07
pool done by pool professionals, Makai. So, you
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know, you should go as well. He was super easy.
7:12
He was great, great guy, you know, blah, blah,
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blah. That's one, organic growth. No, you shouldn't
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just go with organic growth, but great organic
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growth. That's your biggest, like, what's the
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word? Your biggest growth lever, I guess. It's
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free and it's probably your most valuable because
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people will listen to real experiences and real
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emotions and they can connect. see that rule
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of motion as well that's right essentially referrals
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and referrals are you know nine times out of
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ten going to convert but that doesn't mean that
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they do convert if if the rest of your brand
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isn't set up to properly convert them you know
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because it's even like paid ads you know if someone's
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paying for google ads they kind of expect you
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know i'm going to get 40 leads this month or
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60 leads or whatever it is and wow i'm going
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to be making a lot of money that's true provided
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that when someone clicks through to from the
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ad to the landing page that everything marries
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up that there's cohesion and alignment in that
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ad and what your offer is and if someone lands
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on your website and it looks like it's been you
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know built by someone that doesn't really know
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how to build websites or it's not mobile ready
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or it's not positioned in the right way to convert
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and things like that i mean there's just a lot
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of different things that need to be considered
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especially from a conversion rate optimization
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point of view to help that referral or that lead
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actually convert and help drive revenue for the
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business in the long term another problem with
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the funnel is that it's fragmented and nobody
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i don't think i've seen anybody speak on this
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but it's fragmented you've got marketing on the
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top they've they've to get all the leads with
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into the funnel Then you've got sales, the sales
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team in the middle, and they've got to try and
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convert. But both of their CRMs are disconnected.
9:15
They don't speak to each other. When the sale
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doesn't convert, you know, marketing gets blamed,
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sales gets blamed. The delivery is just left
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to, you know, kind of whoever or the CEO or,
9:27
you know, just whoever is there to do it. And
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it's, yeah, it's just so disconnected. The buyer
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feels dropped. customer experience is more negative
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um than dealing with you know a single person
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going through yeah it's just a negative experience
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for the customer well that's exactly right the
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thing is when a customer comes to a business
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as far as they're concerned it's a business it's
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not marketing it's not sales it's just the business
9:55
now the problem with a lot of bb businesses nowadays
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is they're all using their own kind of tools
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i would like to think that they're all using
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the same crm but a big problem is um is that
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they're not aligned within that crm they stay
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within their own little bit and the you know
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they're not passing data back and forth to different
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team members and you know customers success if
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they've even got a customer success point uh
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or person within the the or team even within
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their business you know isn't passing data back
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to sales to help sales to drive more sales uh
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sales isn't passing data back to market and to
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help drive better qualified leads and there's
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just so much fragmentation disconnect and one
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of the biggest the biggest problems with that
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is the fact that there's no alignment between
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the teams you know they've all got their own
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goals to work with their you know sales is incentivized
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by how many calls they make rather than making
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the time that they're in the business every single
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day not just about trying to get as many calls
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as they can because that's how they get paid
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but actually growing the business from a much
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more solid foundation and actually building relationships
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with the customers you know spending the time
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with the customers listening to them because
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that is going to be the best way to drive growth
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in the long term. So what can you build instead?
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So we want you to think about the flywheel. So
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scrap the funnel, scrap, you know, the purchase
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is an end, delight is the end. So the flywheel
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is a loop that pretty much keeps spinning and
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it turns into attract, convert, deliver, then
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delight. and that pretty much feeds the next
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turn. Every happy client that comes to you is
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your next source of attention, referrals and
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repeat work. Yeah, 100%. I believe it was HubSpot
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that came up with this, you know, this attract,
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convert, deliver and delight. There are other
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alternatives to that, but they basically all
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mean the same thing. And that's exactly what
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you should be doing. You know, when you're getting
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up in the morning and you're getting ready for
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your day in business, you should be thinking
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about how can I make the customer's life easier?
12:06
How can I make it easier for the customer to
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contact us? How can I make it easy for the customer
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to do? uh to work with us and all these kind
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of things but in terms of the you know building
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that flywheel you know you need to look at you
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know how to attract those customers i'm looking
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for make sure especially from a btb point of
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view you need to get all the foundations correct
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again we keep talking about this we keep talking
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about understanding what your purpose your vision
12:37
your mission Core values are, you know, who your
12:40
buyer persona is, how you position in the business,
12:42
how you position in your offers, because your
12:44
offers, you may have different buyer personas
12:46
or ICPs within your business, which are targeted
12:50
at different customers or different types of
12:52
customers, different demographics and thermographics
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and all that kind of things. You know, then you
12:58
need to think about once we've attracted them,
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how do we actually convert them? or you need
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to nurture them. So how do you do that? Then
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once you've got them on as a customer, you then
13:08
need to deliver your service. And this is a big
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thing about us and what we do is we essentially
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provide a platform and the revenue team which
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helps execute this kind of work so that we can
13:23
help deliver on what was promised by the offer.
13:28
and then there's obviously the delight part and
13:31
that is all about the customer success point
13:33
and actually delighting the customers doing things
13:36
that little bit better all the time and you know
13:40
when you look at the four parts I mean they're
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four core parts but what we've done is we've
13:45
actually created a seven kind of interconnected
13:49
system with seven pillars and the first pillar
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within this kind of system and this is I suppose
13:57
in a lot of sense this is our kind of flywheel
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so we've got seven which covers the entire customer
14:03
life cycle so the first one is strategy and direction
14:06
so that's about setting up your purpose your
14:09
strategy your understanding your market where
14:12
you're positioned developing your ICP your offer
14:15
and your pricing and the second one is actually
14:18
the demand and marketing which is you know all
14:21
about your brand your content your your peak
14:25
media, your ABM, your reputation, all that kind
14:28
of stuff, which obviously the strategy and direction
14:31
is about doing the foundational work. Demand
14:34
and marketing is about attracting. The next one
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for us would be sales and conversion, which is
14:41
the convert part, which for us is pipeline, qualification,
14:45
conversion rate optimisation, proposals and forecasting.
14:50
And then the next one within the four points
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the HubSpot have defined is their delight. Whereas
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we're all about customer success and expansion,
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which is one and the same thing. And that's about
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making sure you've got an onboarding process.
15:06
You've got a good retention strategy. You've
15:09
got an expansion strategy. You know, how do we
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upsell? How do we cross -sell this customer?
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Which helps drive more revenue for your business.
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And how do we turn this customer into an advocate
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of our business and also within that each part
15:23
of those items need to actually feed back to
15:26
the previous teams and the previous point so
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that everyone is completely clear of what's happening
15:32
now that's all fine and dandy but we have another
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three points to this the next our fifth point
15:39
is operations and infrastructure you need the
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operations and infrastructure in there to help
15:44
these other four parts move and work properly
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which includes your crm your cms your workflows
15:52
your automation your integration and your processes
15:55
now we've built our own platform to deal with
15:57
all that no there's no no one else got that platform
16:00
like that only bauderia so get in touch with
16:03
us our sixth one is intelligence and ai so that's
16:06
actually all about data analytics, attribution
16:10
forecasting, AI and decision support. So what
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that's all about is about making sure that we've
16:16
got one source of truth for the data so that
16:19
everyone can see the same data and everyone can
16:21
then look at that data and trust that data because
16:24
there's one source of truth. for that data and
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AI will help others within the teams understand
16:30
that data and how that can help them make better
16:33
data -driven decisions. And our last point is
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number seven, which is leadership and governance.
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And that's all about the KPIs, the ownership,
16:44
the cadence, the decision -making and optimization.
16:48
of the entire seven. That's really important
16:50
to make sure that everyone's working together,
16:52
that, you know, everything's being governed,
16:55
everything's being owned by the team and the
16:57
team members. And we believe that that's what
17:00
works. And that's what's helping our clients
17:02
drive millions in the first 12 months. You know,
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it's crazy to think that, you know, this is not
17:08
how businesses actually operate. But when they
17:10
start working with us, that's how things are
17:13
done. And it makes a massive difference, Chloe,
17:15
in the revenue they're driving. an all -time
17:17
yeah well we've seen that with the clients but
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the thing with the wheel is the growth comes
17:23
from the wheel spinning faster not getting wider
17:26
so not just chucking as many leads as possible
17:29
in there and just kind of spraying and praying
17:31
approach it comes from getting really defined
17:36
about who you're targeting about giving them
17:40
the best customer experience possible and then
17:43
turning them into loyal advocates which in turn
17:47
just grows and grows and grows and grows and
17:49
grows your business that's right everything just
17:51
compounds and this is why you need to make sure
17:54
that you're findable when your prospects are
17:57
looping back because generally if someone even
18:00
if someone reaches out for a quote they might
18:02
fall off their chair um they might get busy doing
18:05
something else business something happens in
18:08
their business and their family life they maybe
18:10
need to take three months off whatever that might
18:12
be but you know they might come back six months
18:15
nine months 12 months later it could be that
18:17
you've maybe rebranded from like Adonis Media
18:19
to Bodaria and now you know the offer is is more
18:24
understandable and you know It obviously drives
18:27
more from an ROI point of view, so they might
18:31
come back at that time. So you need to make sure
18:33
when your prospects disappear, and they will
18:35
disappear, that you're always there when they're
18:38
ready to pick up that phone to speak to you again.
18:42
And that comes from consistent presence, which
18:44
is something we have to reiterate quite a bit.
18:47
That comes from content, writing blogs. It might
18:51
sound, oh, nobody's going to read a 3 ,000 word
18:55
blog, but it's not about them sitting for an
18:58
hour and reading that specific blog. It's about
19:01
the AI citations you get from out there, the
19:04
indexing that you get from out there, from the
19:07
keywords that they're searching in. about being
19:11
that presence creating that reputation and staying
19:15
top of mind every single time so that when you
19:18
know they come back to you they know oh yeah
19:21
let's go with him I actually already looked at
19:23
his website you know not long ago and oh I've
19:26
seen their ad on Facebook you know they seem
19:29
like you know the real deal the thing is nowadays
19:32
with the advent ai and obviously previously and
19:36
still now actually with seo and aeo and geo and
19:40
all these other terms which is essentially still
19:42
seo at the end of the day you need to you need
19:46
to meet your buyers where they are and they might
19:48
not be ready they might not be ready to buy right
19:51
now so what you need to do is you need to be
19:53
creating content that answers their questions
19:55
so when they're going into google and they're
19:58
going into gemini or the ai mode as they call
20:00
it now and they're typing in a question you know
20:03
like i need a way a bb website that drives revenue
20:06
we're number one by the way just for that sense
20:08
them but when they're typing that in because
20:10
they want to try and understand how a bb website
20:13
does drive revenue because how does your website
20:16
drive money drive revenue you know how does it
20:18
well it does it because what you're doing is
20:20
you're the one that's educating that customer
20:22
or that prospect and what happens is that prospect
20:25
will keep looking for other answers so maybe
20:27
you have another question and they'll know always
20:30
read the rest of your content on your website.
20:33
They'll go back into AI mode and ask again. And
20:36
oh, there pops up your website because you've
20:39
answered that question as well. So what you're
20:41
doing there when you're sleeping and all that
20:43
kind of stuff is you're answering your prospect's
20:45
questions and their time, you're meeting them
20:47
where they are and where they are in their buying
20:49
journey because every customer's buying journey
20:51
is completely different. That's why it's not
20:53
a linear sales process. And you need to be the
20:56
obvious answer when they resurface for that and
20:58
ask that question. every single time they're
21:01
putting it into google or ai claude chat gpt
21:04
you're there you're top of mind you they've got
21:09
that recognition that's a touch point out of
21:11
the 20 plus touch points that, you know, you
21:14
need to get a conversion. That's right. And what
21:16
you don't want to be doing is you don't want
21:17
to be chasing your prospects through every possible
21:21
stage that you've set up in your pipeline management.
21:24
You know, if that pipeline is related to, say,
21:26
maybe the seven stages of seven pillars we've
21:28
written or these four or whatever your pipeline
21:32
is, because your pipeline may be different from
21:34
someone else's. You don't want to be chasing
21:37
your customers when they're not ready to buy
21:39
because what you'll do is you'll put them off.
21:41
But what you want to do is you want to be there
21:43
to answer that question when they're ready to
21:45
buy. And if you're not there because you've taken
21:48
the notion that blogs don't work, SEO is a waste
21:51
of money, then... more fool you because what
21:53
will happen is your customer will, your prospect
21:56
will go to your competitor who's invested in
21:59
and answering the questions that the prospects
22:02
are answering and they'll be the one that grows
22:04
and you'll be the one that don't. And the biggest
22:05
thing I think when it comes to, you know, the
22:09
journey is the having that one system and not
22:12
having that fragmented experience. You know,
22:15
the buyer is going... through you for a single
22:18
experience they like you said earlier they don't
22:20
go to marketing they don't go to sales they don't
22:23
go to delivery they go to the business so it
22:26
should run as a single system and the problem
22:29
we have here and the problem we've seen multiple
22:31
times is that you know the marketing will have
22:34
a separate CRM the sales have got a separate
22:37
CRM they fight against each other and it becomes
22:40
negative there's you know cold handoffs there's
22:43
oh I've lost your details let me just put you
22:46
details back in and it's like oh it's a bit inconvenient
22:49
you know or when you're being passed for a pillar
22:51
to post if you're speaking with customer success
22:54
or customer support and you know you're having
22:57
to reiterate what the problem is and you know
23:00
they've not gone this this goes back to what
23:02
i was talking about earlier where um you need
23:05
you need each function to be feeding back to
23:08
the other functions uh and that's why it's essential
23:11
to have a single revenue team you know we're
23:14
always all working towards the same goal. So
23:18
it's not that sales has got their own goal and
23:20
marketing's got their goal and customer success
23:22
have got their goal. Yeah, they'll have their
23:24
own internal functional goals, but at the end
23:26
of the day, these are all there to drive revenue.
23:28
In actual fact, there's a book I read called
23:31
Closed Circuit Selling and Adam and George talk
23:35
about the same kind of thing where one of the
23:39
biggest things with most... sales teams and things
23:43
is they're not feeding back everything's everything's
23:46
in the salesperson's head so I mean but and what
23:49
happens is the good salesperson decides they
23:51
want to move on and they're taking all that information
23:53
with them you know this is why a CRM is important
23:55
and and to make sure that you're always inputting
24:00
information about that customer you know and
24:03
And really your CRM should be doing a lot of
24:05
this work anyway. I know that when we've built
24:08
the CRM within our platform, it does a lot of
24:11
that heavy lifting for you. So any interaction
24:14
with the business actually gets logged against
24:16
the CRM record that prospects or that customer's
24:20
record so that you know what's been happening.
24:23
So if that customer phones up, they can just
24:24
simply look at the history of that customer and
24:27
they get a 360. view of that customer and what's
24:31
been happening you know their last invoice was
24:33
then and they contacted us then about about that
24:36
support and that support was dealt with then
24:38
by Derek and etc etc so that's really that's
24:42
really important so what can you implement so
24:45
what you want to do is you want to measure the
24:46
whole journey not just separate stages so don't
24:49
obsess over the stage conversion and you know
24:52
start watching the loop and you know say we need
24:55
more leads when that's not the problem we need
24:58
to be thinking you know our clients coming back
24:59
are they referring to us are you expanding that's
25:03
the real health of your system you know that
25:06
vanity stage metrics can look fine while the
25:10
business stalls but you need to measure what's
25:13
actually working. So one of the best things that
25:17
the business can do, especially when we're trying
25:19
to remove this fragmentation that we keep talking
25:22
about, is to make sure that there's alignment
25:25
between the teams, which means that there's alignment
25:28
between marketing to sales and sales to delivery
25:30
and delivery to customer success and that everyone
25:35
is in the loop and again, they're all working
25:37
towards that same revenue goal. You need to make
25:40
sure you're fixing the handoffs. to make sure
25:43
that everything between marketing sales and delivery
25:46
everyone is within the loop everyone knows what's
25:49
going on everyone's working towards the same
25:51
goals you don't need to be rebuilding everything
25:54
you can start closing the gaps between the teams
25:57
which will help most businesses enormously. I
26:00
mean, generally, when we go into a business and
26:02
we've audited everything, including the technology,
26:05
the technology is a big problem. And there's
26:08
a lot of businesses, sorry, who have bought technology
26:11
which they don't use, or they only use 10 % of
26:13
it, which is actually the same is true for a
26:16
lot of SaaS tools out there as well, where they
26:19
buy it, they don't know what they're doing as
26:21
a SaaS tool. So you're supposed to just learn
26:23
yourself, which is what we don't do, by the way.
26:26
then you end up paying for something you don't
26:28
essentially use, which can actually save the
26:30
business a lot of money to begin with. But then
26:32
when you start looking deeper into the teams
26:34
and how they're functioning or not, as the case
26:37
may be, and how they're not aligned and how some
26:40
of them don't even have the goals set. I mean,
26:43
I've been into so many businesses where they
26:45
don't even have a business strategy. like firefighting
26:50
every single day expecting leads to come in and
26:53
you know it'll just it'll just happen until it
26:56
doesn't so what can you do to avoid that what
26:58
you want to avoid is throwing out what works
27:00
so just because we've said you know the funnel
27:02
is dead doesn't mean you need to stop generating
27:05
leads or qualifying them you need to keep what's
27:09
working so if you're generating leads and you
27:12
know they're converting through that sales process
27:14
that's great now we need to understand are they
27:17
referring you you know are they leaving you reviews
27:19
on google on facebook you know if they're not
27:22
then there's a problem there so what's the problem
27:25
do we maybe need to make our customer experience
27:27
a bit more better you know it's about working
27:30
around the good parts and really defining that
27:34
well the thing is you know you don't know until
27:37
you know so I know there's a lot of businesses
27:39
out there that I've spoken to before where you
27:42
know they think they're doing really well you
27:44
know we're doing 1 .3 million this year and you
27:48
know that's really fantastic and it's great that
27:50
they've got from zero to 1 .3 million it's maybe
27:53
taking them three or four years to get there
27:55
you know but you don't know what you don't know
27:57
so until you actually take the the time to set
28:01
up the foundations properly get these systems
28:04
and processes in place you'll never know what
28:08
the potential can be we're trying to tell you
28:12
what the potential can be with what we're doing
28:15
and we've got some case some good case studies
28:17
there to prove what we do works and but you know
28:22
unless you take that initiative yourself as a
28:24
business owner and take the bull by the horns
28:27
as they say you'll never know so What I would
28:31
recommend you do is have a look at your business
28:33
internally. If you need help, you know, give
28:36
us a call. We can see what we can do. And really
28:38
just try and get things set up. Because if you
28:41
set things up from the beginning and have a solid
28:44
foundation, like you would do if you were building
28:46
a house, as an example, then everything else
28:49
should start to work better anyway. Provided
28:52
everyone's on the same, in that alignment and
28:54
that same hymn sheet. and are prepared to change
28:57
where they are now to be where you want them
29:00
to be. You know, I mean, it does take effort
29:02
as well, you know. I mean, as I say, don't stop
29:06
what you're doing. Keep doing what you're doing
29:08
and just modify and improve what you're doing
29:11
so that you eventually get to where you want
29:13
to be, you know. And another thing you want to
29:16
avoid is getting the sale and then just, that's
29:20
it, not investing in... your existing or returning
29:24
customers. The retention and the referrals are
29:28
the cheapest and most profitable leads. than
29:31
trying to target new leads. Yeah, 100%. And the
29:34
thing is, when you start investing in your business,
29:37
you're not just investing in your team and your
29:40
business. You need to invest in the customers
29:42
as well. Once you get the sale, that's just the
29:45
beginning of the relationship, really. This is
29:48
why we have customer success teams. And if you
29:50
don't have a customer success team, that's fine
29:52
because... If you're coming to work with us,
29:54
we'll help make sure that that success part is
29:57
actually baked into the operating system, which
30:00
we would essentially set up. But it's absolutely
30:02
essential. You need to keep in the loop with
30:04
your customers. And this is what a lot of business
30:05
development people are supposed to do, right?
30:08
You know, they're supposed to meet up their current
30:11
customers and they go for lunch and all that
30:12
kind of stuff. But it's about more than that.
30:14
It's about actually helping them because, well,
30:17
you might actually have more than one. product
30:19
or service offering which that customer could
30:22
use you know so you're maybe bringing them in
30:24
for one but you know that they have that problem
30:28
and that problem and you've got the solution
30:30
which can help that that's what it's about it's
30:32
about helping your customers it's not just about
30:33
trying to get the sale and trying because you're
30:36
needing the money this month to pay your staff
30:38
it's about long -term help. You should be looking
30:42
at your prospects and your customers as partners.
30:44
You're partnering with them so that everybody
30:47
wins. It's not just about them winning, it's
30:50
about us winning as well. Everybody wins from
30:53
doing things just that 1 % better every single
30:55
day. Well, if you attract, convert, deliver,
30:59
delight, and then let every single great customer...
31:03
experience and happy clients spin the wheel again
31:06
that's what's going to replace that funnel and
31:08
really kick start that growth and the thing is
31:12
that's exactly how you end up with a predictable
31:14
pipeline because you're continually nurturing
31:17
the entire system. And that's why we call it
31:20
a revenue system, because everyone that's in
31:23
the business is there to help drive revenue from
31:25
the market and sales, customer success, operations,
31:29
the C -suite, and everyone's there to help drive
31:32
revenue so that they can feed their kids at the
31:35
end of the day, or their families and themselves,
31:37
and keep the lights on at night and things. That's
31:41
why you need a system, and you need a system
31:43
because... sometimes unfortunately people fail
31:45
you know and that's fine so sometimes people
31:48
don't turn up the system will always continually
31:51
run and that's why you need to start thinking
31:54
more systems rather than not or just working
31:58
the way that you're maybe working now so if your
32:01
funnel looks good on paper but is terrible in
32:04
real life or your teams are running on three
32:07
different disconnected stages then make sure
32:11
you contact us at borderia .io forward slash
32:14
contact. That's borderia .io forward slash contact.
32:18
And we'll have a chat with you and see where
32:21
your gaps are and you'll walk away knowing. So
32:24
if you found this valuable, make sure you subscribe
32:26
to the podcast down below because we release
32:29
conversations like this every single week. Awesome.
32:31
Thanks, guys. Thanks, guys. Bye.