The Funnel of Opportunity

In most sales and marketing schemes we like to build what we call a Sales Funnel or Marketing Funnel. In the service world, we have learned to create customer journey maps. Both serve the purpose of trying to manipulate a customer through this selective path to arrive at the ultimate goal that WE DESIRE FOR Read More …

The Sales Story Funnel

A common sales exercise is to have a new salesperson state in a paragraph what they do for the company. They are then asked to state it in a sentence or two, after that one word. Organizations will often do the same thing in a mission exercise. It provides clarity to the mission. It is Read More …

Outcome Based Mapping versus a Funnel

I use to believe that marketing funnels, value stream maps, process mapping and to some extent customer journey maps would work in present day sales and marketing processes (Value Stream Mapping should be left on the Shop Floor). I am not saying they won’t, but I have taken a completely different approach over the past Read More …