Caroline Hodson, is the Founder and CEO of marketing technology consultancy Woolf Hodson. Her perspective is simple: current sales processes were built for a world that no longer exists.
She argues that in a world shaped by AI tools, peer forums and self-serve content there is little or no footprint in the CRM. By the time a buyer reaches out, they're often 80% through their decision cycle and so the traditional "nurture, qualify, nurture" route doesn't apply.
Caroline calls this the "dark funnel" and she has a framework for how organisations can adapt: from ditching gated content to building the the right infrastructure for the future.
With 30 years of experience across consulting and leadership roles, Caroline offers a grounded and thought-provoking perspective on how organisations can adapt to the reality of modern buyer behaviour.
Visit Woolf Hodson https://www.woolfhodson.com/
More content like this at Neil Wilkins Online http://neilwilkins.online
More episodes from "Neil Wilkins Podcast"
Don't miss an episode of “Neil Wilkins Podcast” and subscribe to it in the GetPodcast app.
