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Aligning Lead Management, Buyer Journey, and 3 Funnels

Aligning Lead Management, Buyer Journey, and 3 Funnels

[Part 3 of 3] In Part 1 of this series I introduced the three-funnel segment approach for maximizing your commercial engine. In Part 2, I showed you how the Commercial Engine maps to the Buyer Journey. Here in Part 3, I’ll provide the last piece of the puzzle –...
4 Digital Transformation Fundamentals

4 Digital Transformation Fundamentals

In the past 5 years the acceleration of the digital transformation for manufacturers has been nothing short of awe-inspiring. Every few months advancements in managing big data, connecting equipment through the Internet of Things (IoT), serving customers with...
Mapping the Buyer Journey to Your 3 Funnels

Mapping the Buyer Journey to Your 3 Funnels

[Part 2 of 3] In Part 1 of this series, I introduced the three-funnel segment approach for designing your commercial engine. The commercial engine is the company’s system for obtaining leads, selling, and serving the customer. Your commercial engine funnel consists of...
4 ways Manufacturers Can Improve Marketing Performance

4 ways Manufacturers Can Improve Marketing Performance

Manufacturers don’t always pay enough attention to marketing their products. There often seems to be more pressing issues, such as production schedules, quality control, and new product development. Resellers and service organizations don’t have to deal with most of...