Time to Freshen the Funnel


When is the last time that you took an honest look at your full sales funnel?  Did you get to it during the holidays?  If you are like me and many of my peers you took a swing at it but still missed a thorough review.  You may have some stale pursuits, suspended deals , or worst of all – some fresh opportunities that are not yet represented in your funnel.  Before we burn through January, it’s time to do a little cleanup.  While you’re at it, it may be an interesting exercise  to turn your funnel inside out and look at it from an important perspective – The Customer’s.  I’m midway through Mark Sellers’ (yes that’s his real name) book “The Funnel Principal,”  and I like what I’m learning.  This book espouses the creation of a “BuyCycle Funnel.”  Just when you thought all that could be said about selling has been said, Mark has come up with an original way to prioritize your deals.  Think traditional funnel stages – but each from the customer’s perspective.  Each stage is defined by customer committment.  What do you know about your customers’ buying process?  Perhaps not enough.

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