Generating Purchase Intent

by Steve

No matter what you make or sell the sales cycle looks like this:

Awareness > Consideration > Preference > Purchase Intent

If you've not got awareness then you're not going to be considered. If you're not in the hunt then how can anyone prefer your offering over another? Once you've become a preferred choice then you stand a good chance of making a sale.

It's not rocket science, but it can be complex. If we add layers of complexity through different routes to markets, products, sales teams, buying cycles, sales territories, legislation and so on the picture can become more clouded.