SMARKETING
The Art Of SMarketing:
AUTOMATING THE
FRONT END OF YOUR
SALES FUNNEL
BY: ANDY BUYTING
Business is not as usual in this new pandemic
world. With tradeshows and conferences
being cancelled through to the end of the
year, and conventional sales tactics such as
sales calls and client presentations being
restricted, most of us are being forced to look
at new ways to reach potential customers in
this “new normal”.
One effective way to approach this is to dig
deep and look at your business development
strategy as a whole, then synthesize your
sales and marketing strategies to produce a
complete business development strategy we
call your SMarketing strategy.
SMARKETING IS THE
COMBINATION OF
MARKETING AND SALES
INTO ONE BUSINESS
DEVELOPMENT PROCESS.
I want to tell you a story about the drastic
move I made with my business in the spring
of 2019. In one afternoon, I gathered our
entire sales team and, one by one, I let them
all go. We were a five-year-old company that
had built its success to date leveraging an
outbound sales team of seven.
On that afternoon, our sales team went to
zero. Since that afternoon, we have had
record-breaking sales quarter after quarter
leveraging an inbound sales model.
I was inspired that day by a good friend of
mine in Colorado who had done something
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