The Marketing-Sales Funnel: Gravity is not your friend

Name: The Marketing-Sales Funnel: Gravity is not your friend
Uploaded: 2012-03-16
Channel: Daniel Burstein
Description: While the funnel is a convenient paradigm for the complex process of guiding a potential customer from initial interest to final conversion, it is flawed. Dr. Flint McGlaughlin explains this flaw and how marketers must overcome "gravity" in their funnels.

Video

By Daniel Burstein On Mar 16, 2012

The funnel is a convenient paradigm for the complex process of guiding a potential customer from initial interest to final conversion. Convenient, yet flawed.

Dr. Flint McGlaughlin elaborates in an interview with Jim Ducharme, Community Manager, GetResponse Email Marketing, in this video from MarketingSherpa Email Summit 2012.

A few key points:

1:05 – The flawed image of the traditional Marketing-Sales funnel “Gravity is not our friend”

1:58 – The “gravity” you, as a marketer, must overcome

3:08 – The “yes(s)” you need to get from your customers to make that happen

Related Resources:

Video produced in cooperation with GetResponse Email Marketing. See more at: http://www.getresponse.com/promo/emailtv

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Daniel Burstein 323 posts 125 comments

Daniel Burstein, Senior Director, Content & Marketing, MarketingSherpa and MECLABS Institute. Daniel oversees all content and marketing coming from the MarketingExperiments and MarketingSherpa brands while helping to shape the marketing direction for MECLABS Institute — digging for actionable discoveries while serving as an advocate for the audience. Daniel is also a speaker and moderator at live events and on webinars. Previously, he was the main writer powering MarketingExperiments publishing engine — from Web clinics to Research Journals to the blog. Prior to joining the team, Daniel was Vice President of MindPulse Communications — a boutique communications consultancy specializing in IT clients such as IBM, VMware, and BEA Systems. Daniel has 18 years of experience in copywriting, editing, internal communications, sales enablement and field marketing communications.

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4 Comments

Bill Solano says 13 years ago

It really makes sense that we need to attract with a value proposition. Micro steps to get the prospect to make it happen, the more “yeses” throughout the process will make them into a paying customer in the end. This is brilliant.

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