Forget the Funnel: Why the Sales Process Is More Like a Pinball Machine

As marketers, we know a huge shift is happening in the buying process. Nowhere is that more pronounced than in the B2B space. These days, buyers do their own research. They don't talk to salespeople until late in their purchasing process. The traditional sales funnel we all grew up with—that neat, linear process that moves the buyer smoothly from awareness to action—just isn't reality anymore.Read the full article