If you haven’t already seen it, here is the link to Brian Halligan’s recent Harvard Business Review article on how we need to apply a different approach to creating sales & marketing momentum and how changes in buyer behavior demand that we change our processes and engagement models to ensure continued revenue growth.
Great read, very thought provoking. I don’t totally agree that the Sales Funnel should be “retired” as it provides the backbone for sales and marketing KPI’s that resonate across companies and are a benchmark for almost every technology focused sales organization. Having said that, Brian’s Sales Flywheel model certainly reflects the complexities of the challenges faced by sales and marketing executives today.
His observations on “better product” and “lighter experience” engagement models certainly resonate with me and the conversations I am having with UNDRSTND Group clients every day.