Home » Archive by Tags

Articles tagged with: funnel

The buyer’s buying process vs. the sales model: two divergent roads
Monday, 9 Apr, 2012
The buyer’s buying process vs. the sales model: two divergent roads

The sales process is woefully inadequate. It merely focuses on the last 10% of the buying decision: the solution and vendor choice.
To understand and influence the buyer’s buying decision process and all of the people, politics and relationships that buyers must manage internally to be ready to make a purchase, it’s necessary for sellers to learn a new language. Not […]

Are leads ‘falling out the bottom?’
Friday, 5 Nov, 2010
Are leads ‘falling out the bottom?’

I’ve been reading articles on marketing automation/sales enablement that discuss leads ‘falling out the bottom’ of the funnel. What, exactly, does this mean, and how is this different from what has happened in sales for the past, oh – I don’t know – the past forever? And what’s the difference between leads  not closing after 4 […]