Buyer decision-making has evolved, so we must adapt. Sources of information have multiplied while willingness to listen to your sales pitch has disappeared.

Which brings us to that tired old metaphor, the sales funnel. It was always misleading: everything that enters a funnel goes through, given enough time. But prospects for your brand detour out of the process at many different points along the way. There are good reasons and bad, but you now have to pay attention to many more media and processes and influences … [READ MORE]

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