Host Sarah Hicks chats to Joe Sullivan, an Industrial Marketing Consultant of over a decade, on this episode of the Predictable Revenue podcast. As a long time marketing consultant, and business development lead at Gorilla 76, Joe is an expert on sales and marketing strategy for b2b companies whose prospects have a complex buying process. Joe walks us through how prospecting has changed in the absence of trade shows and travel (1:55), what companies can turn to to fill the gap in lead flow (3:55), how your marketing style needs to shift (6:28), and how to capitalize on the people and tools you already have (10:20). The episode concludes with an in-depth Gorilla 76 content strategy workshop (16:01).   SHOW NOTE:  Want to know more about marketing strategy? Check out the slides from Aaron Ross’ talk Simple, Sane & Successful Inbound Marketing here. Another out of the box methods to add to your marketing strategy: Quizzes More from Aaron Ross on knowing your buying stages and How to Create Compelling Content