Sorry to break it to you, but the linear sales funnel is a relic. An artifact from the time before digital. Your sales team is no longer in control of the sales process; your customer is. And they’re choosing their own adventure through the funnel.
Today’s customers are informed. They’re doing their research. They will scour your website, your competitors’ websites, social media and anything else they can dig up about you online—all before they have any contact with your sales team.
So it’s no longer enough for your salespeople to smooth talk your customers down an established path to close a sale. They need to be savvy navigators who can course correct at a moment’s notice, providing valuable content as they bob and weave their way to the finish line.
To learn more, check out Seismic’s article “What Sales Reps Can Learn From ‘Choose Your Own Adventure’ Novels.”