Reset the Sales Funnel for Revenue Forecast Accuracy
In case you didn’t notice your customers are buying differently today than they did last year. The differences could be subtle or obvious, but if you observe closely you’ll see that the process they follow to make a buying decision –the buyer's journey– has changed. If your selling process and sales funnel structure haven’t adapted to the buyer's journey the efficiency of your sales and marketing efforts will be down and so will the accuracy of your revenue forecast. This is what I call the new “Funnel Economics”. Here are the major variables in a sales funnel READ MORE ›