Sales

Strategy · Sales

The B2B sales funnel: why marketing and sales need a double funnel

A B2B sales funnel built as a single funnel only works for the few buyers who are ready to buy right now. The double funnel separates market memory from the commercial decision and joins them at one point, designed by both teams.

Strategy · Sales

Sales Engine After Branding: The Sales Cycle as Proof

A clearer brand should produce more than a better identity. See how positioning reaches qualification, the sales script, the offer and follow-up, and how the shift is measured through the sales cycle and win rate.

Strategy · Sales

What a Strategically Prepared Salesperson Looks Like: The SPANCO UNRIVALS™ Methodology

The company produces one thing. The buyer buys another. Seven cold call case studies show how positioning reaches the first ten seconds of a call, through SPANCO UNRIVALS™.