Wednesday 14 September 2011

The funnel is not dead … just revived in a new format, the sales and marketing timer

The funnel isn’t dead, here are 5 reasons why it is revived in a new format:



1.       The funnel should not be a funnel, but a timer. With a top [acquisition] and a bottom [retention] and a timer is in essence a closed circuit. In the top, prospects are already profiled and known [rather than an endless sea of suspects]. In the bottom, clients don’t just drop out the bottom of the funnel, but are taken care of, retained and if trust builds, could generate recommendations and positive word of mouth. You can flip a timer, not a funnel.
 
2.       The funnel was misunderstood in the first place. The sales and marketing timer is a measurement tool to track and analyze the sales and marketing situation, what is working and not working [conversion rates], is there progression through the timer, what is the speed of the progression. It helps with tracking the health of the business. It was never a description of the buyers journey, which is not necessarily linear and sometimes surprising.

3.  The funnel can't be shaken, or turned up side down, there is only one way down. A timer [sand timer, hour glass] can be slowed down by turning it upside down. The clients that become loyal can become promoters of your company and produce positive [or negative] word of mouth. Prospects buying decisions are not linear we know this, during the zero moment of truth, which can last a long while, they are changing their decision based on inputs from around them, perhaps adding more options and taking out options, or a stimulus speeds up their decision. Which is another reason why a timer is better mataphor than a funnel in defining the situation.

4.       The sales and marketing timer needs to be aligned with the buyer journey. The timer does not replace  the necessary understanding of where the buyer is in their journey. In order to use the timer effectively, it is necessary to question, listen, observe and analyze the behavior and triggers that indicate where the buyer is in their journey and then track this in the timer. As a result, sales and marketing can identify what is needed to pull the buyer/client to the next stage of the timer, if they know where they are currently.

5.       Both inbound and outbound can impact the speed of movement through the timer. New inbound conversation channels such as social media don’t make the timer obsolete. Sales people will tell you, their outbound communication channels such as [cold] calling are still a very sound way to generate quality leads. Social media can help pull prospects to the next stage of their buying journey, through educating and helping, as opposed to hard selling. The timer tracks how quickly they are pulled to the next stage and which activities and triggers have been most successful in achieving this progression.

6.       Sales and marketing colleagues need a collaboration tool more than ever. Sales and marketing have never made great bedfellows, so taking away a great collaborative tracking tool such as the timer is going to widen the divide.  Marketing needs to become more accountable to the business and closing the loop and tracking ROI is essential for its survival. Sales needs the timer to track their pipeline and forecasts and use this to communicate with marketing about how to gain movement in the timer and where marketing and sales should focus their [individual and joint] efforts.  


Sources:

35 comments:

Unknown said...

Perfectly discussed these five reasons and I'm delighted to learn how funnel revived in a new format. I think business sales and marketing effort this new format will be highly effective. Sometimes simply sharing data is what is required. This is pretty easy with the sales pipeline module from PanXpan.

Umair Ali said...

Funeral has been reborn for the utilization of the goals for the humans. This has been implemented for the use of the australianwritings for all ideal paths for the newly born items for the community.

Charles Crookes said...

Physics is my favorite subject in the college and I am the topper of this subject. I learn about the funnel of essay writing services for students it is opened in both side and filled with the sand and we can check the time with it.

Unknown said...

TheUpcoming Smartwatch 2019 but has recently been bumped off the top spot and down a few places.

Jason492 said...

fashionable davition is a term of data on this subject we need a specialised calculator.If you want a special and up to date calculator .So right here is web site of your standard deviation formula .

Saddam khan said...

The most exact trillion in scientific notation has no prescience that somewhat incalculable may not balk the very next moment.

Saddam khan said...

The Flatland Rover combines video and Mp3 Rocket Basic

streaming with Flatland's highly interactive 3DML environments,

providing a powerful forum for rich media downloads and Webcasts.

Saddam khan said...
This comment has been removed by the author.
Saddam khan said...
This comment has been removed by the author.
Saddam khan said...
This comment has been removed by the author.
Saddam khan said...

https://mostpopularwomen.info/

Masram Tejas said...

Rice Test isn't tied in with testing the nature of Rice, or you should give some data on Rice. Actually, it is identified with contemplating human attributes and conduct under some particular conditions. Rice purity test is a test presented by the Rice University, Huston, Texas, United States of America. That is the reason it is named Rice purity test; in actuality, it isn't connected with Rice by any means Rice Purity Test

Unknown said...

If you want to learn How Blogging Works? and How it is done? Then you must visit this site to find out the concept of blogging. I am offering this site cause it change my life and What is Blogging?

Priyansh Rathi said...

How to Start a Blog On Your Own
If You want to start blogging then you start it on blogger. Because it is very useful for beginners and they can also easily make money as part time job.

Ammar said...

There are different reasons why people wish to write letters in a way that is very touching. It could be for expressing their emotions, expressing condolences to family members or simply wishing them happy holidays. Merry Christmas and Happy New Year Wishes You can also express your own wishes, prayers and wishes for them by means of these cards.

Unknown said...

Very useful post. This is my first time i visit here. I found so many interesting stuff in your blog especially its discussion. Really its great article. Keep it up. am the Video maker and visit several site for Knowledge about video making out of that here is the 1 site which gives good knowledge for that Visit here
Video maker

Mandal stive said...

This is extremely helpful info!! for gamers Very good work. Everything is very interesting to learn and easy to understand. Take the given information. Visit Here
Click Here

Mandal stive said...

This is extremely helpful info!! for gamers Very good work. Everything is very interesting to learn and easy to understand. Take the given information. Visit Here
Click Here

Mandal stive said...

This very nice content. I love it. My name is mandal stive and I am gamer one if you want to visite my channel then please click here / visit here
Click Here

nikolo said...

Hii many thanks for this site which having good content i actually appreciate your work . I having site which are about gaming and teach us about the way to Download Optifine In Minecraft 1.16.3

nikolo said...

Thank you for this site . very informative post, and I love it am a musician and having site about who teach us about How To Download Optifine. ​In Minecraft. if you want you can check it.

cricnscore1 said...

Cricket rules

Cricket is played by two groups of 11 individuals, every one of which gets an opportunity to hit and serve the ball. The undertaking is to obliterate the adversary's wicket with the ball.

The group that scored the most focuses (runs) in the battering cycle dominates the game.
cricnscore
A group isn't considered kicked out until it has one batsman left. After the serving group has taken out all the restricting batsmen, the groups change positions.

Thus, the objective of the game is to score a greater number of focuses than the adversary. Focuses are granted for alleged "runs". The quantity of runs straightforwardly relies upon how far the batsman hit the ball served to him. The farther the ball flew, the additional time the players of the serving group will spend to return it to the focal point of the field, while the batsman, moving from one "wicket" to another, gains those equivalent "runs".

On the off chance that the ball flew not far away, generally speaking, the player figures out how to make one scramble, assuming the ball leaves the field, encircled by a rope, the group can be granted up to six runs. The greatest score can be acquired if the ball leaves the field of play while never contacting the ground.

AndreCo said...

I like your blog very much. This is very helpful for newcomers as well as new readers. Thanks for this great info. I am gamer and I have something interesting for you.
Click Here

Scott said...

It loved the way you explain. Its easy to understand and greatly explain. I loved it very much. Btw I am gamer and I have something interesting for you. You can Click Here

AndreCo said...

I quite like the blog and I seriously thank you for your content. This great article has truly peaked my interest. Btw I am gamer and I have something interesting for you. You can Click Here

Paul said...

I quite like this blog and I seriously thank you for your content. This great article has truly peaked my interest. Btw I am gamer and I have something interesting for you. You can
Click Here

Paul said...

Thanks for sharing this valuable content. In my view, if all webmasters and bloggers made good content as you did, the web will be a lot more useful than ever before. I also have something for you. you can Click Here

Paul said...

I like this blog very much. This blog inspire me lot. This is very helpful for newcomers. Thanks for sharing this great information. I am a gamer and I have something new for you about autoclicker. You may
Click Here

Andre said...

Thanks for sharing such kind of important and valuable information. Keep posting this kind of blogs with wide variety of knowledge. We really appreciate all of your efforts. I also have something for you. you can
Autoclicker

Andre said...

Thanks for sharing such kind of important and valuable information. Keep posting this kind of blogs with wide variety of knowledge. We really appreciate all of your efforts. I also have something for you. you can
Click here

Unknown said...

This is extremely helpful info!! for gamers Very good work. Everything is very interesting to learn and easy to understand. Take the given information. Visit
Here Click Here Click Here

Andre said...

this is a very good blog I appreciate your work. thanks for sharing such a useful information. I also have something for you. you can Check here

Unknown said...

Thanks for sharing this valuable content. In my view, if all webmasters and bloggers made good content as you did, the web will be a lot more useful than ever before. I also have something for you. you can Click
Click Here

Unknown said...


Good one, I like it. Thankful for given this information. This information is very helpful. if you like gaming content then please vist our site. Please visit here
Click Here Click Here

Andre said...

Hey this a blogger i read your article, its so interested and also provide use ful information. I also have something for you. you can Check here