One that comes to mind straight away is The 5 Stages of Awareness.
We’re doing a lot at the moment working with our sales teams on you know um once we give them leads, working with them to prioritize um the leads and the different lead sources.
And so now with the 5 Stages of Awareness and the explanation of them, and then we’ve mapped them to content…
… we’ve gone “these leads here, which are coming through like a paid LinkedIn ad a VERY different in the funnel to our leads at the bottom of a funnel that are creating a free trial.”
And then having that kind of framework to go – “look these ones are problem aware, let’s instead of jumping straight away trying to sell them the product or trying to give them the free trial – let’s have those conversations around the problems that they’re having, and get them slowly solution aware.”
I screenshotted one of the slides [from the program] and sent it to an AE, and went through it with him. Like an hour later he goes “I just had the best conversation. A meeting isn’t scheduled yet which like it shouldn’t be you know it’s these are like top of funnel leads”…
… but you know he’s like” “I get it now that was so helpful.”
And I’ve shared that slide with the whole marketing team.