The Exit Five CMO Podcast (Hosted by Dave Gerhardt) cover image

#39: Marketing when there's no urgency to buy, what the CEO wants, & driving predictable demand with John Short (Founder, Compound Growth Marketing)

The Exit Five CMO Podcast (Hosted by Dave Gerhardt)

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Build Out a Buyer's Journey

Sally Kohn: I feel like a lot of what your approach is is rooted in this type of thinking where you basically go back to who are you trying to sell to. How do you think about coming up with those types of offers?Kohn: In general, it's usually like I create a spreadsheet with four columns and one for awareness, the other for pain and the other for in market users. So that was kind of our foundation, but behind that is I call it inflection points for companies.

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