Episode 139: Turning the Funnel Sideways - Carman Pirie

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. 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.  Episode Highlights: Why Carman got excited about the work that he does How Carman is turning the funnel sideways Carman's process for starting conversations How to get companies to think in a more personalized way How to get past resistance to letting sales build campaigns What changes in marketing when dealing with a smaller number of accounts Starting the engagement process Direct mail segmentation How firms get started with Kula Partners Resources: Carman Pirie Kula Partners