Corey Eastman Articles by: Corey Eastman

Sales Radar vs. The Traditional Sales Funnel

Sales Radar vs. The Traditional Sales Funnel
By March 11, 2014 Social Selling

Suffering from funnel vision? You know, the linear path of awareness, interest and intent that your prospect is expected to follow in order to make a purchase?

Marketing and sales have both developed strategies around this model which was certainly more effective in a world of information asymmetry. Where sellers had more information than buyers and could systematically control the customer journey. This is no longer true in the digital landscape we live in today.

Over the past year, I’ve been struggling to find a visual model to represent how this buying path plays out in a sales and BD context today. A way where you can monitor, manage and measure how a cold lead turns into an opportunity. The Sales Radar, a tool developed by Tom Martin is a great start. Read more ›