Amp Up Your Sales

CHAPTER 11

The New Sales Funnel

We’re all familiar with the sales funnel. It’s a commonly used metaphor for moving prospects through the stages of your sales process. The funnel was once a useful tool to manage prospective customers, but customers and their buying behaviors have been so significantly transformed over the past 15–20 years that the old sales funnel has become obsolete.

In its place is a New Sales Funnel that more accurately reflects how customers are moving through the stages of their buying processes. But, even more crucially, the New Sales Funnel reflects changes in how your customers need you to sell to them. And at the center of this change are the concept and practice of responsiveness.

In his bestselling book, Talent Is Overrated, ...