Creating a Better Sales Funnel for B2B Sales Prospecting

Sales Radar Sales Funnel

To find and acquire self-educating, invisible buyers your company needs to set aside your traditional funnel based sales mentality and sales prospecting tools and augment your current approach with social selling.

Instead of seeing your selling process as a funnel to be filled at the top with unqualified prospects, picture it instead as a radar screen that is constantly pinging the world around you and identifying and qualifying prospects worthy of being added to your database.

Why Do We Cling To Sales Funnels?

Sales Funnels are some of the oldest sales prospecting tools known to man. They’re often the first tool we are introduced to when we begin selling. But sales funnels are a product of a selling world largely devoid of information on both sides of the selling equation.

Prospects had to talk to a sales person in order to obtain product or service information on which the prospect would then base a buying decision.

Likewise, salespeople couldn’t communicate with or research prospects without talking to them on the phone or meeting with them in person.

But with the proliferation of on-demand, high-speed internet available whenever and wherever people want it has changed the game by changing human behavior.

Now that a Google Search is just a thumb click away, the idea of “Googling it” has fundamentally changed the pre-purchase research model.

The Benefits of a Sales Radar Approach

Enter the Sales Radar, which is a far better sales prospecting tool. As opposed to the sales funnel, which is based on leveraging an outbound prospecting method, the sales radar is focused on sensing buyers in the wild and helping your company identify and classify those prospective buyers.

Through buying signals created by prospects as they conduct their active or passive pre-purchase research, the sales radar triangulates the prospect’s location within the buying process and helps you focus your outbound sales prospecting efforts on only the most appropriate prospects. Just as a submarine uses sonar and radar to navigate underwater, where they lose the benefit of sight, so too can your company better navigate today’s complex sales prospecting landscape which is largely invisible.

Learn How To Build Your Own Sales Radar

I talk a lot more about building a sales radar in my new book, The Invisible Sale in my social selling workshops, or you can CLICK HERE to register to download a FREE SAMPLE CHAPTER of the book.

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The Invisible Sale

Stop losing leads and sales to digitally savvy competitors. Take the first step in building your own Painless Prospecting platform that drives leads while you sleep.
  

  • Research shows that today's “self-educated buyers” are more than halfway through the buying decision process before they even contact you.
  • Discover Ppropinquity - the science of relationship formation
  • Learn how to create a Behavioral Email effort to make every sales call count
  • Social Selling Explained: tips, tricks and strategies for prospecting directly via Twitter, Facebook and LinkedIn
  • Learn how to Rightsize your marketing content: saving money by matching production quality to your specific marketing and sales needs
  • Learn from the Pros: suggestions for choosing devices, apps, software, and accessories for quickly creating high-quality DIY content
  • Real-life B2B and B2C case studies showing how others have applied Tom's techniques

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About Tom Martin

Tom is 20+ year veteran of the marketing and advertising industry with a penchant for stiff drinks, good debates and digital gadgets that helps digitally challenged companies create innovative and effective digital marketing strategies. He is the founder of Converse Digital , author of The Invisible Sale and a contributing writer for Advertising Age. Tom guides clients through the digital marketing maze and helps companies teach their sales force how to Painlessly Prospect their way to more sales. Connect with him on Google+ or follow him on Twitter or connect with him on LinkedIn.

Comments

  1. It’s hard to find educated people on this topic, but
    you seem like you know what you’re talking about! Thanks

Trackbacks

  1. […] A recent study by Latitude found 87 percent of consumers now travel a less linear pathway to final purchase, and paths to purchase may require more steps. Technology has influenced our buying processes, and the modern marketer needs to realign their tactics to align with this new purchase consideration cycle. […]

  2. […] manage and measure how a cold lead turns into an opportunity. The Sales Radar, a tool developed by Tom Martin is a great […]

  3. […] manage and measure how a cold lead turns into an opportunity. The Sales Radar, a tool developed by Tom Martin is a great […]

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