Everyone wants ‘more’ sales’ but simply focussing near the end of the buyer decision process is naïve.

That’s because your current pipeline state provides some excellent and hard data around how your target audience moves from awareness through to a customer. No doubt, you are already doing some marketing, and that is providing you with some customers, but you would like more. That’s fair and pretty normal.

Most people’s initial reaction, in wanting to increase their number of customers, is to simply add more people to the top of the funnel. The challenge with this position is that you may not have the ability to manage more potential customers through each stage of the pipeline. For example, could your receptionist cope well if the number of phone calls quadrupled? Or you had to respond to four times as many email enquiries?

Maybe, maybe not. But assuming is not the way to market effectively.

In this episode, I’ll show you how to examine your pipeline and make a decision on where you should be focusing your marketing.

Enjoy.