Understanding Your Audience: Why Attention Isn't Intent
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You downloaded a guide. Now you're a "lead." Within minutes: email from an SDR. Phone call. "I'd love to schedule 15 minutes to discuss your needs." You weren't buying. You were…
You downloaded a guide. Now you're a "lead." Within minutes: email from an SDR. Phone call. "I'd love to schedule 15 minutes to discuss your needs."
You weren't buying. You were curious. Maybe just wanted to see what a company was about.
But their system doesn't know the difference. Download = MQL = sales handoff.
That's not a lead. That's an audience member who just learned everything they need to know about how you'll treat them as a customer.
Today on The Value Path, Joshua Oakes and Chris Carolan discuss what it actually means to have an Audience, and why treating attention like buying intent destroys relationships before they start.
Watched it? Now walk your own path.
The episodes are the on-ramp. The next step is mapping your own organization onto the stages, live, with people on the same path.