Tony Zambito

FEBRUARY 16, 2012

While we have seen modifications, the idea of the traditional funnel is still at the core of many B2B organizations today. It matters little whether you keep it vertical or flip it sideways and make it horizontal – it is still suggesting a funnel that winnows down opportunities down to a “buy” decision.

Top of Funnel 100

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Tony Zambito

MARCH 4, 2012

Part 1 and part 2 of this series pointed out that conventional funnel thinking is woefully inadequate in today’s B2B buyer landscape and is limited in the ability to address new and evolving complexities. Slow Death of the Funnel: Why Buyer Choice Matters to Revenue (buyerology.com). Focus On The Total Brand and Buyer Experience.

Top of Funnel 100

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Tony Zambito

MARCH 9, 2012

The rigid funnel will no longer serve as a workable means of communicating unique views of buyers and their buying behaviors. This not to say that buyer processes, stages, and steps are no longer relevant but to highlight that buyers today no longer make choices neatly in the paradigm of the funnel.

Top of Funnel 100

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Tony Zambito

FEBRUARY 28, 2012

How to respond : shift internal focus to understanding new rules affecting decision-making, acquired through the mix of analytics and qualitative insight, and support how buyers are making purchase decisions. What this means : shifting out of funnel thinking and viewing the entire buyer experience cycle is a new rule of B2B thinking today.

Top of Funnel 100

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Tony Zambito

FEBRUARY 22, 2012

In part 1 of this series we looked at how the funnel is facing a slow death and the limitations of so called funnel thinking. Conventional funnel thinking has a hard time doing this. In the conventional DNA of funnel thinking, we are accustomed to thinking that involves phases or steps. © All rights Reserved Buyerology.

Top of Funnel 100

Top of Funnel B2B Sales Marketing Funnels Wikipedia 100

Tony Zambito

MARCH 21, 2012

Analytics will play an important role towards reaching understanding. The combined use of analytics and predictive buyer modeling can yield an insightful picture into how these new behaviors translate into uncovering why buyers make purchase decisions. Slow Death of the Funnel: Why Buyer Choice Matters to Revenue (buyerology.com).

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