Although it’s tempting to regard your sales funnel performance as the most important objective, understanding customer behaviour is the ultimate goal and it requires an overview of both the buyer’s ...

Having been privy to the lead management processes of hundreds of B2B organizations of every stripe, I would estimate that at least half have internal demand funnel (AKA waterfall) stages that combine ...

For decades, marketing leaders guided buyers through a neat sequence from awareness to purchase. Today, that linear funnel model is breaking down. Buyers now chart their own course — jumping between ...

Across property, retail, and B2B sales, you are still being pushed through a linear “funnel” that was designed for a slower, ...

The modern B2B buyer's journey is fraught with poorly performing sites, ill-planned user experiences, and half-baked solutions. A whopping 97 percent of B2B buyers report experiencing a pain point ...

Have you optimized your content for all stages of the buyer's journey? Columnist Jim Yu looks at how to create the right content at the right time to drive conversions. Since the idea of the buyer’s ...

Are you still using sales funnels to map your marketing to customer journeys? There's a better way to do it: It's far more accurate and it aligns with lead nurturing and trust-building in content ...

CX has become the battleground for earning today’s business. To deliver a better experience companies need to know everything they can about their customers. This article is part 3 of a 4-part article ...