IDC Custom Solutions Blog – The shape of the classic sales and marketing funnel – wider at the top and narrowing toward the bottom — seems so ordinary that it is hard to imagine it could ever look any different. But that ordinary shape is rapidly becoming obsolete in the 21st century, and it is hiding some problems for today’s digital world.
Tag: sales funnel
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