EP 51 Nelson Gilliat

Most companies globally would agree the age old argument between Marketing and Sales and the customer journey needs to be solved right? My next guest, although we have different language pertaining to articulating this ; come to the very same conclusions. Without first starting with correct targeting, enabling you to create accurate ideal customer profiles, you can’t create educational content to educate and meet buyers in their buying cycle and create that portion of demand. Without additionally cleansing your existing client databases and profile matching who are best fit, down to who shouldn’t be a customer you also can’t build valuable educational pieces. Those very personas are or should be the ideal customer profiles for your companies to target. But by target, we mean Demand Generation first, coupled with what Nelson calls Real Sales. (AE AM CSM combined) no handoffs just a seamless experience for the customer buying experience pre and post sale. What this does is also provide transparency to companies in which you want to work with, you aren’t being forced into cadences without top funnel commission breath, you have customer alignment from the outset. For those that know me well and have followed my journey of me saying similar things since 2015, this episode will go into details on what this revolution looks like in buyer centric world, and give firm outlines on what good looks like. Introducing Nelson Gilliat Author, Marketing-Led Growth via The Buyer Centric Revenue Model. Nelson is also founder of Marketing Led Growth via The Buyer Centric Revenue Model stay tuned for Episode 51 Better Business Building! The book ⁠⁠⁠⁠⁠⁠https://www.amazon.com.au/Closed-Circuit-Selling-Predictable-Unpredictable/dp/B0GQ2YV52Y/⁠⁠⁠⁠⁠⁠ Partner page ⁠⁠⁠⁠⁠⁠https://theb2bplaybook.com/ccs-resources⁠⁠⁠⁠⁠⁠ More about our programs ⁠⁠⁠⁠⁠⁠https://theb2bplaybook.com/cro-school⁠⁠⁠⁠⁠