Building Sales Teams for Technology Companies Since 1991

The End of the Sales Funnel?

The End Of The Sales Funnel?

By Dick Davies

For more than 40 years, the Sales Funnel has been the dominant model to chart how a prospect transforms into a customer. Originally a measure of what information had been released to a prospect by a sales person, the Funnel has been tweeked to predict sales volume, timing, required size of initial prospect class, and closing ratios. It is the Swiss army knife of sales management.

Today citizens have other sources of information about you. They can find your customers and competitors without alerting your organization. They are educated elsewhere.

If the Funnel is ending, you would be getting more off-funnel, bluebird, untracked sales. If you are, are your salespeople present when your prospects are learning about you and making their decisions? What is your next model?

To get this information a month in advance, register to be apart of the Hammer Letter.

Dick Davies is the President of Sales Lab Incorporated, and is found “Through The Browser” at

Dick Davies – Desk (202) 331-4386, Cell (202) 255-0102

Tagged with Sales Tips

5 Comments, Leave a comment or Ping

  1. 1

    sometimes Sales Management takes a lot of effort and skill.,`;

  2. 2

    Sales Management is very essential in making your business succeed, every part of a business should be managed carefully.***

  3. 3

    sales management can be tricky at times and you need to practice it often*..

  4. 4

    every sales manager and store owner should have a training in sales management :~”

  5. 5

    “~ I am very thankful to this topic because it really gives up to date information *~’