A colleague of mine drew this framework on our whiteboard the other day. I thought it was spot on so I'm posting it here. It basically outlines the drip marketing process that a salesperson uses to keep a prospect engaged. I wrote about Drip Marketing in an earlier post.
The framework instructs you to drip the prospect with some information, if you get their attention work to understand what matters to them, if you know what matters to them align your product/service (if possible) to meet their need/pain point.