12/27/2011

Prospects don't fall into a sales funnel with ease, but rather climb a tower toward the sale, Daniel Burstein writes. That means marketers have to reconsider their "ask" throughout the stages of the funnel to coax a consumer who is always weighing costs against perceived value. Understanding that your customer will only be engaged when your marketing is relevant and concentrating on the fundamentals will help optimize the funnel at every stage.

Related Summaries