Introducing the Digital Sales Funnel

29th November 2016 |   Grant Leboff

Introduced in 1898, the traditional purchase funnel no longer applies. Sales needs a lead-generation model for the digital environment.

There is one perennial truth in sales and that is, salespeople have to prospect in the places their customers inhabit. This has led salespeople to visit exhibitions and conferences, attend relevant networking events and even knock on the doors at certain industrial estates or office complexes.

Perhaps the most utilised of all prospecting tools, for many years, however, has been the telephone. The challenge for salespeople today is that their prospects and customers are no longer sitting behind desks in their offices answering the phone. Flexible and home working, the use of voicemail and the increasing tendency not to answer unrecognised numbers on a mobile phone has meant that, recently, just getting hold of enough people to make the time spent worthwhile is a challenge. In a poll of their clients, about how they use their phones, Forbes magazine reported that the overwhelming response was that desk phones are for outbound calls only. Cellphones are for inbound calls.1
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Grant Leboff is a UK sales and marketing specialist. His fourth book Digital Selling debuted at number one on the Amazon charts prior to being published in September this year. This follows the success of previous titles: Stickier Marketing (2014) went straight to number one in the Amazon Sales & Marketing Chart, and was in the top ten overall Business Chart, on publication. Sales Therapy (2007) and Sticky Marketing (2011) were both in Amazon’s top 10 Business Books, and number one in the Sales & Marketing bestsellers chart.