Fire the funnel — 5 stages of the real buyer’s journey
The funnel model of marketing and sales doesn’t reflect reality very well. We know this. Buyers don’t proceed in lock-step fashion down a pipeline. They never did, actually. But the wide-ranging journeys of exploration that buyers can take today on the web have only exacerbated the disparity between the model and reality. This more realistic diagram of the “funnel” by Lori Wizdo of Forrester Research brilliantly illustrates that point. The real funnel doesn’t look like …
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