Sales and marketing frameworks can be useful, and there is no more commonly used framework than the traditional "sales funnel" that we all know and love.You know, the diagram where customers come into the top of the funnel, then good sales and marketing people gradually move them down until they are ready to buy.Wouldn't it be nice if it really worked that way? It would certainly make our jobs a lot easier.But the reality is that there is no funnel. Sure, there's always a beginning and an end to a customer-purchase process. Customers do eventually come out at the bottom of the "funnel." But what they do during that journey can vary dramatically by industry, by company, by function and by individual. I'll give you an example: Back when I worked at AutoTrader.com, we studied car-shopping behavior.
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