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Almost every sales and marketing funnel has blockage points where the conversion rates are lower than hoped, or the process cannot be scaled. This blog post talks about how to solve those blockage points using an intense study of the customer’s concerns, and brainstorming to see what motivations can be used to over come the friction that comes from these concerns.
This post looks at how sales complexity impacts the cost of customer acquisition (CAC) in B2B software and hardware companies. It also introduces a zone system for evaluating different startup sales models.