Changes to the sales process and funnel management are well under way.  Consumers now rule what once was a sales-rep driven process. In the 2009 article "The Consumer  Decision Journey" McKinsey & Company point out that the familiar sales funnel selling has given way to a much more buyer driven process.  You can also find… [more]

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Customer Experience

Apple delivers superior Customer Experience every time to every customer. Result ? Sky high retail customer satisfaction & great customer loyalty.

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The reality is the top of the sales funnel is a veritable "death zone" for leads.  On average, only about 17% of leads make it out of the top of the funnel to become genuine sales opportunities.  I started using the "death zone" label after realizing the majority of the time and effort spent by many… [more]

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