Now, that's quite a list, isn't it? With that, my questions to you are:
1. Have you reflected on what you used to do, and why it no longer suits the changing selling environment?
2. Have you reviewed your business model(s) and tried to imagine what changes may be needed to cope with the slowed economy right now and in a post-pandemic world?
3. Have you considered making a 'plan for a plan', i.e. asked yourself how you can best prepare for what many call 'the new normal'?
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Did you know that the origins of the traditional sales funnel date back to the 1890s?
The sad news is that nothing much has changed over the last 130 years in the way that organisations look at their selling model.
Many are still viewing their sales effort and selling mechanics with an inward-looking lens, insofar as it is viewing the sales process from the perspective of how sellers want to sell.
First off, there are a few more steps in the new funnel to make the buying experience smoother and more consistent.
The modern sales funnel is also more nuanced as it bridges the traditionally separate functions of marketing and sales and gives buyers a more pleasant engagement experience with your organisation.
Therefore, it starts out looking at your brand promise, your product or service description, your – very important – value proposition, your buyer prospects, your competitive positioning, your customer experience and advocacy.
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