Is the funnel model fundamentally flawed? If so, how do salespeople approach that problem in a new and different way? Today’s guest will help explain why it may be helpful to think about the funnel in a different way.

Carman Pirie is the Co-Founder of Kula Partners, which is currently handling mostly manufacturing clients. Carman is working on turning the funnel sideways – but what does that mean? Listen in to find out, as Carman discusses why he’s excited about his work, how to get companies to think in a way that emphasizes personalization, and how to get past resistance to sales’ involvement in building campaigns. 

Episode Highlights:

• Why Carman got excited about the work that he does
• How Carman is turning the funnel sideways
• Carman’s process for starting conversations
• How to get companies to think in a more personalized way
• How to get past resistance to letting sales build campaigns
• What changes in marketing when dealing with a smaller number of accounts
• Starting the engagement process
• Direct mail segmentation
• How firms get started with Kula Partners

Resources:

Carman Pirie

Kula Partners