The conventional sales funnel exceeded its usefulness a long time ago, roughly when the Internet gave us the ability to gather our own information about vendors, products and services. Without having to contact a salesperson, individuals and businesses could eliminate the middleman. The result was sales cycle compression and more emphasis on getting a good deal. Another result was more focus on price, which most sellers regard as anathema, because a sales effort is all about proving higher value and commanding a better-than-commodity price.
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Above the Funnel No More
Posted by: Denis Pombriant November 7, 2018 10:55 AMThe conventional sales funnel exceeded its usefulness a long time ago, roughly when the Internet gave us the ability to gather our own information about vendors, products and services. Without having to contact a salesperson, individuals and businesses could eliminate the middleman. The result was sales cycle compression and more emphasis on getting a good deal. Another result was more focus on price, which most sellers regard as anathema, because a sales effort is all about proving higher value and commanding a better-than-commodity price.