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- Why the Sales Funnel is Outdated
- Why the Sales Funnel is OutdatedYes it is outdatedWith years of experience in selling, sales management and sales training I can certainly agree with some of the points that Mark makes, however one important ingredient is missing.Would anyone, as a business owner or shareholder, want to see a salesperson generate...
- Discussion threads 2008-05-22
- Inverting the Sales Funnel
- Ron Hubsher, CEO of the Sales Optimization Group, defines the "sales funnel"—and then explains why he thinks it's a complete myth. Following the traditional view of the sales funnel, he says, can lead to a lot of bad choices. By putting in a little extra thought, you can invert your...
- Videos 2009-07-15
Additional Resources
- Why the Sales Funnel is Outdated
- Mark Sellers, author of "The Funnel Principle," explains how the traditional sales funnel is flawed and should be replaced by what he calls the "BuyCycle Funnel."
- Videos 2008-05-11
- Is the Traditional Sales Funnel Obsolete?
- In this morning's post "Is This Really an Opportunity?" I presented an interest spin on lead qualification from name Mark Sellers author of the book "The Funnel Principle." Here's a video where Sellers discusses why the traditional sales funnel is out of date. Interesting stuff, in my...
- Blog posts 2009-01-05
- Time Management Tip: Do You Track Your Sales Funnel?
- Time management is the process of planning to reach a goal, and finding a solution that helps us to reach that goal. This paper explains time management tip that will help you regain control of your time and improve your sales. Your sales funnel is a commonly used phrase to...
- White papers 2007-12-01
- The BuyCycle Funnel Part I
- The BuyCycle Funnel Part IBuy Cycle vs Traditional Sales FunnelThough I concur that viewing the funnel from the buyer's point of view in terms of process stages has merit, I do not see in practice that this concept of buycycle funnels is always practical. In the traditional funnel, we...
- Discussion threads 2008-05-22
- Top 10 Reasons Marketeers Roll Their Eyes at Sales Reps
- Last week's post "Top 10 Reasons Sales Hates Marketing" produced a detailed comment titled "Top 10 Reasons Marketing Rolls Their Eyes at Sales."Â In attempting to tell the other side of the story, that comment was a perfect example of how screwed up thinking can get inside some Marketing groups....
- Blog posts 2009-09-22
- The BuyCycle Funnel Part I
- Mark Sellers, author of "The Funnel Principle," discusses the three elements of the BuyCycle Funnel, a commitment-driven model to replace the traditional sales funnel.
- Videos 2008-05-12
- The Buy Cycle Funnel Part II
- The Buy Cycle Funnel Part IIBuy Cycle FunnelI listened to all three segments on Buy Cycle vs. Sales Funnel. Although I have not read the book yet, many of the points made in the video, especially in videos 1 & 2, are very similar to the Target Account Selling...
- Discussion threads 2008-06-05
- The Buy Cycle Funnel Part II
- Mark Sellers, author of "The Funnel Principle," goes over the process of using the sales funnel to transform the way you sell.
- Videos 2008-05-13
- Live Post: Sales 2.0 Conference in Chicago
- Today I’m posting a “running update†of everything that happens at the Sales 2.0 Conference in Chicago. This conference sponsored by one of my publishers SellingPower features real-life customer stories about how they use the latest technology. It will probably be worth your time to check this...
- Blog posts 2009-09-10
- Turn Sales Funnels into Megaphones
- Today's morning post asked whether direct mail was effective as a lead generation tool. One of the reasons that I posted that question is that there's a fair amount of buzz in the "marketing theory" world that traditional lead generation tools are becoming increasingly ineffective. Probably the...
- Blog posts 2008-08-29
- Time Management Techniques For Sales Professionals
- You lose financially if you aren't focused on doing the right things at the right time. Or you have to work yourself to death to hit your targets. A little planning before you take action you can help you to get the financial rewards you want without working so hard....
- White papers 2007-11-21
- Creating A Good Backend To Sky Rocket Your Internet Sales
- If you really want to be successful online, you need a back end system in place that's capable of selling to your customers again and again. If you only sell one product and nothing else, you're losing out on massive amounts of profit everyday. This paper takes a look at...
- White papers 2007-12-23
- Marketing versus Sales
- Well, well... I appear to have proverbially speaking stirred up a hornets nest by pointing out that Marketing has been wearing the Emperors new clothes. I guess Ill have to defend my position.First, though, I have to say something about Xerox, whose strategy a couple of comments defended. Consider:...
- Blog posts 2007-05-10
- Whiteboard Video: The B2B Marketing Challenge
- Whiteboard Video: The B2B Marketing ChallengeBasic, but the start of good strategyOne thing to add to this is the addition of the audience framework for communicating within this funnel.At our agency, Schermer Kuehl, we organize by a process we've named Streamlined Messaging. By Streamlining, you can organize the first part...
- Discussion threads 2007-04-24
- Shape and Velocity Management
- There is a never-ending list of sales measurements, most of them are trailing indicators, only giving us "hindsight" into what happened. Even those few measurements we employ that do look at the sales process before the order occurs are missing the essence of powerful sales management: the shape and velocity...
- White papers 2003-01-01
- QAD Inc. F4Q09 (Qtr End 1/31/09) Earnings Call Transcript
- Question-and-Answer Session Operator Certainly. Operator Instructions Your first question comes from Mark Schappel - The Benchmark Company. Mark Schappel - The Benchmark Company Karl, in the past you’ve stated that on-demand revenue is becoming or you’re seeing it become a larger part of your sales funnel and I guess...
- Earnings calls 2009-03-12
- Plug Power, Inc. Q3 2008 Earnings Call Transcript
- Question-and-Answer SessionOperator Thank you. Ladies and gentlemen, at this time, we’ll be conducting the question-and-answer session. Operator instructions Our first question comes from the line of Burt Chao with Simmons Co. Burt Chao – Simmons Co. Good evening, Andy, and good morning, to Gerry and Cathy. Thanks...
- Earnings calls 2008-11-10
- Sales is essential, Marketing is not.
- Marketing folk continue to throw brickbats at sales pros. The latest salvo came from BNET's new PR blogger Van Travis, whose post Bad Marketing Follows Bad Sales trots out the traditional complaints. According to Van, many if not most sales pros are: Uncommunicative. They "spend so much time...
- Blog posts 2007-07-19
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