The days of sales and marketing being two separate functions with independent performance indicators are over.
The buyers of today are better educated and have access to marketing created sales tools independent of their salesperson. The traditional sales funnel is now full of holes with customers and future customers coming and going at their leisure. Therefore sales models of the past are not working in the markets of today.
The paradigm of marketing and sales being two independent teams is a broken model.
Posted by Charles Besondy on January 31, 2009 at 12:26 am
Good point. The key to an effective use of sales funnel is that both sales and marketing must be aligned to the buyer’s journey. The stages of the funnel must represent the stages the buyer takes.
An excellent source of wisdom on this topic is http://www.mathmarketing.com
Charles Besondy
Interim marketing executive, Funnel Master, author and blogger