Karl's Appearance on the Consulting Leaders Podcast

Karl is a big believer in having a playbook full of plays that help him connect with and grow his relationships with prospective customers. Or, more specifically, he has a playbook for each stage of the sales funnel.

At first, your goal is to get the right kinds of leads into the funnel. And that means fishing where the fish are. If your ideal customers are at conferences, trade shows, or networking events, make sure you are, too. If your potential customers are on LinkedIn, use the site to do outreach. If any of your existing customers have connections that could use your help, don’t be afraid to ask for a referral. Each of these strategies are outlined in Karl’s Playbook, and each of them has a variety of plays to help him execute effectively.

As you think of a Buyer’s Journey , the plays go from getting leads into the funnel to connecting with and understanding the customer. The goal is to create conversations where “aha!” moments naturally happen. Those moments spark inspiration and allow you to casually float different ideas so that you can start to suggest a path forward.

The plays at the bottom of the funnel are about how to present the proposal and, most importantly, how to use the proposal as a way to continue co-creating a solution. The goal is still to keep the conversation going and gain more and more buy-in as you go. Even in this final stage, you want the client to help shape the solution.

If you’re interested in creating this kind of playbook for yourself and the strategies behind this way of selling, make sure you check out Karl’s appearance on the Consulting Leaders Podcast on Apple Podcasts or Spotify.