Episode 139: Turning the Funnel Sideways - Carman Pirie

<p><span style="font-weight: 400;">Is the funnel model fundamentally flawed? If so, how do salespeople approach that problem in a new and different way? Today's guest will help explain why it may be helpful to think about the funnel in a different way.</span></p> <p><span style="font-weight: 400;">Carman Pirie is the Co-Founder of Kula Partners, which is currently handling mostly manufacturing clients. Carman is working on turning the funnel sideways – but what does that mean? Listen in to find out, as Carman discusses why he's excited about his work, how to get companies to think in a way that emphasizes personalization, and how to get past resistance to sales' involvement in building campaigns. </span></p> <p><strong>Episode Highlights:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Why Carman got excited about the work that he does</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How Carman is turning the funnel sideways</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Carman's process for starting conversations</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How to get companies to think in a more personalized way</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How to get past resistance to letting sales build campaigns</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What changes in marketing when dealing with a smaller number of accounts</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Starting the engagement process</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Direct mail segmentation</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">How firms get started with Kula Partners</span></li> </ul> <p><strong>Resources:</strong></p> <p><a href= "https://www.linkedin.com/in/pirie/?originalSubdomain=ca"><span style="font-weight: 400;"> Carman Pirie</span></a></p> <p><a href="https://kulapartners.com/"><span style= "font-weight: 400;">Kula Partners</span></a></p>