A vital part of modern sales enablement is equipping sales professionals with an understanding of different buyer groups and what they expect from sales conversations. IDC’s Thomas Barrieau explains..
Category: Thomas Barrieau
If the funnel no longer operates as it used to, with the old, bilateral information exchange no longer taking place, how are we to provide salespeople with the knowledge they need to meaningfully engage buyers in conversations they will find relevant? IDC’s Thomas Barrieu explains
The funnel is one of the oldest conceptions of how to manage a sales pipeline. It addresses the challenge of how an organization can efficiently identify and focus on those prospects most likely to make a positive purchase decision by filtering out poor candidates as they proceed through the pipeline