It's A Buyer's Journey, Not A Sales Funnel [Infographic]

January 26, 2017 Julia Manoukian

buyers-journey-not-a-sales-funnel.jpg

We all want to strike gold. Whether you're a buyer looking for the right solution or a seller looking to make that legendary sale, the perfect deal is like hitting the jackpot. But in the modern selling environment, striking gold is no easy feat—sellers must understand the buyer's journey from start to finish, knowing when to reach out, and when to send them insights to help guide their quest. 

The infographic below may look outdated, but your selling tactics don't have to be. In fact, if you're still practicing old-school selling you're missing the number one rule of sales today: it's not a sales cycle, it's a buyer's journey. 

  • 1/3 B2B marketers acknowledge their biggest problem is figuring our how to serve the appropriate content to specific buyers when the time is right.  
  • You don’t necessarily need to wait until buyers are through 67% of their journey before getting involved. You can be a part of their research with a strong social presence and content.  
  • 69% of leads from Facebook/Twitter/other channels convert to opportunities vs 15% from lead lists.  

The following infographic with research from Forrester, CEB and IDC illustrates the reality of modern buyers and how to aid them in their journey. 

its-not-a-sales-cycle-its-a-buyers-journey.jpg

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