Feeding Your Sales Pipeline

Introduction to Pipeline Feeding: Mercer and Jeff delve into the fundamentals of feeding a sales pipeline, emphasizing the importance of nurturing leads across all funnel stages—top, middle, and bottom.

Defining Sales Funnel Stages: Jeff introduces the concept of "small data" for small businesses and stresses optimizing the middle funnel. The duo underscores defining marketing qualified leads and the steps in between funnel stages.

Nurturing the Pipeline: The conversation highlights the need for planning and a logical approach to nurturing leads from awareness to commitment, leveraging educated guesses and understanding customer behavior.

Off-Site and On-Site Marketing Strategies: Balancing off-site and on-site marketing, Mercer and Jeff discuss driving traffic through retargeting ads and off-site offers, and the importance of personalizing communication using modern technology.

Role of Discipline and Planning: Emphasizing the importance of discipline, the hosts talk about slowing down to think through the pipeline stages, using data and primary research for effective management, and embracing failure as part of growth.

Final Thoughts and Actionable Steps: Mercer and Jeff wrap up by urging listeners to take action, even starting with basic plans. They highlight the use of data for pipeline improvement and encourage joining the Profit School community to apply the podcast insights.