[New] dynamics are undermining the traditional sales approach of pushing products to customers along a linear funnel comprising lead generation, lead qualification, proposal, negotiation, and close. In that world, funnel metrics kept track of what the sales force was up to and tallied daily win rates. The problem is that many of today’s customers no longer buy this way. Nor does the tracking approach shed … [ Read more ]
Content: Quotation | Authors: Candace Lun Plotkin, Jennifer Stanley, Oskar Lingqvist | Source: McKinsey Quarterly | Subjects: Customer Related, Marketing / Sales
B2B purchasing decisions increasingly trace complex journeys, challenging the long-standing practices of many sales organizations.
Content: Article | Authors: Candace Lun Plotkin, Jennifer Stanley, Oskar Lingqvist | Source: McKinsey Quarterly | Subject: Marketing / Sales