Harvard Business Review

AUGUST 5, 2015

So any effective sales model must adapt to changing buying protocols, not ignore or resist them. This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. The sales force is more important than ever.

B2B 15

B2B Sales Sales Sales Funnel 15

Harvard Business Review

JANUARY 25, 2017

Thanks to social media, businesses need to change how they think about influence. You can control what you say in an ad, sales meeting, or company memo, but when people connect peer-to-peer, you lose direct control over what is said or done. The media landscape has become too fragmented to only target individual audiences.

Sales Funnel 15

Sales Funnel Media Sales Sales 15

Harvard Business Review

JANUARY 5, 2018

The bad lead: It’s like a big piece of gunk gumming up the works in your sales funnel. Nor do social media platforms. Not only does it stop the flow of better prospects, but it does so seemingly out of nowhere. So would it surprise anyone to learn that these leads are completely in the company’s control?

Sales Funnel 8

Sales Funnel Media Sales Sales 8

Help Scout Leadership

JUNE 22, 2021

Customer service, when done well, has just as much impact as a strong sales funnel or excellent marketing efforts. It’s easier to make a sale when your customers feel supported, and word-of-mouth marketing after an extraordinary experience is one of the best pitches on the market. Look at that last one! Salesforce ).

Media 325

Media Sales Sales Marketing 325

Harvard Business Review

FEBRUARY 7, 2018

Furthermore, they engage customers more as users than as buyers, shifting their investments from pre-purchase promotion and sales to post-purchase renewal and advocacy. They recognize that some of the most meaningful activity happens outside the sales funnel. Ad impressions are valuable, but what matters most is engagement.

Sales Funnel 8

Sales Funnel Advertising B2B B2C 8

Harvard Business Review

MAY 28, 2018

With a $25,000 personal investment and a small office in her home, she began aggregating sales leads and aggressively acquiring customers through very traditional marketing means — like yellow page advertisements. Most marketers use last year’s attribution models as a baseline to inform decisions for this year’s media buys.

Sales Funnel 8

Sales Funnel Advertising Media Marketing 8

Harvard Business Review

APRIL 17, 2015

“Death of a B2B Salesman,” a new report from Forrester Research , lends urgency to the need for companies to rethink and radically transform their sales models by incorporating digital media into their processes. Map the customer journey and redesign your sales funnel. Nothing could be further from the truth.

B2B 14

B2B Sales Funnel Sales Sales 14

Harvard Business Review

JUNE 12, 2013

Then rich media arrived on the scene, and over the past couple of years has evolved so quickly that Gartner has even predicted mobile display ad spending will grow and take over from mobile search by 2016. Need more information about a consumer before you can welcome them into your sales funnel? Phones not ringing enough?

Advertising 8

Advertising Sales Funnel Telecommunications User Experience 8