Ben Taylor

For longer sales cycles with complicated buying patterns, the way that I've done that is just communicated the reality. Like going back to that empathy.

For longer sales cycles with complicated buying patterns, the way that I've done that is just communicated the reality. Like going back to that empathy.

For longer sales cycles with complicated buying patterns, the way that I've done that is just communicated the reality. Like going back to that empathy.

Mm-hmm.

Mm-hmm.

Mm-hmm.

is sitting there and asking leaders the question saying, okay, we've put out this, this, and that. And we have, you know, 15 different things activated on each of those three threads. Let me show them to you. Do these resonate with you? Do you think they resonate with our customers? And you're kind of putting your own work out there and challenging it for your leaders.

is sitting there and asking leaders the question saying, okay, we've put out this, this, and that. And we have, you know, 15 different things activated on each of those three threads. Let me show them to you. Do these resonate with you? Do you think they resonate with our customers? And you're kind of putting your own work out there and challenging it for your leaders.

is sitting there and asking leaders the question saying, okay, we've put out this, this, and that. And we have, you know, 15 different things activated on each of those three threads. Let me show them to you. Do these resonate with you? Do you think they resonate with our customers? And you're kind of putting your own work out there and challenging it for your leaders.

And the responses I've got is, okay, not really. And then you bring them along and say, I'm not trying to do less from an impact standpoint. I'm trying to reach them with higher quality engagements where they're at. And that tends to... change the mind of leaders because you're focused on, you're still focused on impact.

And the responses I've got is, okay, not really. And then you bring them along and say, I'm not trying to do less from an impact standpoint. I'm trying to reach them with higher quality engagements where they're at. And that tends to... change the mind of leaders because you're focused on, you're still focused on impact.

And the responses I've got is, okay, not really. And then you bring them along and say, I'm not trying to do less from an impact standpoint. I'm trying to reach them with higher quality engagements where they're at. And that tends to... change the mind of leaders because you're focused on, you're still focused on impact.

You're still focused on bookings and pipeline and trying to move the needle for the business, but you're just articulating a different vision for how to do that. I think. I don't think a whole lot of leaders have a very, especially non-marketing leaders, don't have this baked notion that more equals more. I think that's more marketing thing than a business leader thing.

You're still focused on bookings and pipeline and trying to move the needle for the business, but you're just articulating a different vision for how to do that. I think. I don't think a whole lot of leaders have a very, especially non-marketing leaders, don't have this baked notion that more equals more. I think that's more marketing thing than a business leader thing.

You're still focused on bookings and pipeline and trying to move the needle for the business, but you're just articulating a different vision for how to do that. I think. I don't think a whole lot of leaders have a very, especially non-marketing leaders, don't have this baked notion that more equals more. I think that's more marketing thing than a business leader thing.

So if your entire existence as marketer is precipitated on doing more equals more, and that's your existence and that's your mindset, you're going to fail in that leadership move. But if you truly believe that engaging with higher quality content is going to improve that customer experience, is going to improve that velocity of a customer moving along, then you can easily convince somebody.

So if your entire existence as marketer is precipitated on doing more equals more, and that's your existence and that's your mindset, you're going to fail in that leadership move. But if you truly believe that engaging with higher quality content is going to improve that customer experience, is going to improve that velocity of a customer moving along, then you can easily convince somebody.

So if your entire existence as marketer is precipitated on doing more equals more, and that's your existence and that's your mindset, you're going to fail in that leadership move. But if you truly believe that engaging with higher quality content is going to improve that customer experience, is going to improve that velocity of a customer moving along, then you can easily convince somebody.

I mean, it's no different than marketing. You're just marketing to the business leaders in that case.

I mean, it's no different than marketing. You're just marketing to the business leaders in that case.