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Rethinking Marketing: From Funnels to Mountains with Erik Wolf
Host Cyndee Woolley welcomes Erik Wolf, founder of Erik Wolf Live and known as a true marketing whisperer. With over 25 years in the industry, he witnessed the rise of Google and Facebook, mass media evolution, the fall of yellow pages, and now AI-driven sales and marketing. Yet the fundamental challenges remain: How do we budget? How do we measure success? And how do we make decisions that move our businesses forward?
Erik introduces an approach to marketing budgets by tying expenses directly to customer lifetime value. Instead of arbitrary allocations, he advocates investing a portion of each customer's lifetime value to acquire the next customer—creating a sustainable, measurable growth model. He addresses the toxic nature of attribution models that pit marketing and sales teams against each other, proposing instead "marketing influence" that measures how marketing touches the entire pipeline without fighting over individual leads.
Perhaps most provocatively, Erik dismantles the ubiquitous funnel metaphor. Unlike a physical funnel where everything that goes in must come out, sales processes have no such gravity. He reframes the customer journey as climbing a mountain—acknowledging that most abandon the climb. This shift emphasizes removing friction and meeting customers where they are rather than forcing everyone through a single narrow funnel.
Erik introduces his "See-Get-Know" exercise and the "Rule of Four" framework, practical tools for creating marketing strategies that align with business goals, customer behavior, budget constraints, and specific stages of the customer journey. He champions integrated marketing communications and warns against silver-bullet thinking, emphasizing that PR, social media, SEO, and paid advertising must work together strategically—and that businesses need experienced strategists, not just tacticians.
Links and Resources:
Erik Wolf Live: https://ewolf.live/
LinkedIn: https://www.linkedin.com/in/erikwolf/
Our guest today is Erik Wolf, founder of Erik Wolf Live and known as a true “Marketing Whisperer.” Erik’s passion goes beyond helping business leaders make breakthroughs in their marketing—he helps them improve their understanding of and relationship with their entire revenue cycle. His clients enjoy long-term growth through a systematic approach that adapts easily to change.
With over 25 years in the industry, Erik has seen it all—the rise of Google and Facebook, the evolution of mass media, the fall of the Yellow Pages, and now the dawn of AI-driven sales and marketing. Yet through all this transformation, the real challenges remain the same: how we budget, how we measure success, and how we make decisions that move our businesses forward.
To learn more, visit:
http://www.c2-com.com
Listen to more episodes on Mission Matters:
http://missionmatters.com/author/Cyndee-Woolley/
View all episodes
By Cyndee WoolleyHost Cyndee Woolley welcomes Erik Wolf, founder of Erik Wolf Live and known as a true marketing whisperer. With over 25 years in the industry, he witnessed the rise of Google and Facebook, mass media evolution, the fall of yellow pages, and now AI-driven sales and marketing. Yet the fundamental challenges remain: How do we budget? How do we measure success? And how do we make decisions that move our businesses forward?
Erik introduces an approach to marketing budgets by tying expenses directly to customer lifetime value. Instead of arbitrary allocations, he advocates investing a portion of each customer's lifetime value to acquire the next customer—creating a sustainable, measurable growth model. He addresses the toxic nature of attribution models that pit marketing and sales teams against each other, proposing instead "marketing influence" that measures how marketing touches the entire pipeline without fighting over individual leads.
Perhaps most provocatively, Erik dismantles the ubiquitous funnel metaphor. Unlike a physical funnel where everything that goes in must come out, sales processes have no such gravity. He reframes the customer journey as climbing a mountain—acknowledging that most abandon the climb. This shift emphasizes removing friction and meeting customers where they are rather than forcing everyone through a single narrow funnel.
Erik introduces his "See-Get-Know" exercise and the "Rule of Four" framework, practical tools for creating marketing strategies that align with business goals, customer behavior, budget constraints, and specific stages of the customer journey. He champions integrated marketing communications and warns against silver-bullet thinking, emphasizing that PR, social media, SEO, and paid advertising must work together strategically—and that businesses need experienced strategists, not just tacticians.
Links and Resources:
Erik Wolf Live: https://ewolf.live/
LinkedIn: https://www.linkedin.com/in/erikwolf/
Our guest today is Erik Wolf, founder of Erik Wolf Live and known as a true “Marketing Whisperer.” Erik’s passion goes beyond helping business leaders make breakthroughs in their marketing—he helps them improve their understanding of and relationship with their entire revenue cycle. His clients enjoy long-term growth through a systematic approach that adapts easily to change.
With over 25 years in the industry, Erik has seen it all—the rise of Google and Facebook, the evolution of mass media, the fall of the Yellow Pages, and now the dawn of AI-driven sales and marketing. Yet through all this transformation, the real challenges remain the same: how we budget, how we measure success, and how we make decisions that move our businesses forward.
To learn more, visit:
http://www.c2-com.com
Listen to more episodes on Mission Matters:
http://missionmatters.com/author/Cyndee-Woolley/