{"id":1567,"date":"2008-05-12T10:15:28","date_gmt":"2008-05-12T15:15:28","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/redefining-the-sales-funnel\/"},"modified":"2008-05-12T09:33:56","modified_gmt":"2008-05-12T14:33:56","slug":"redefining-the-sales-funnel","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/redefining-the-sales-funnel\/","title":{"rendered":"Redefining The Sales Funnel"},"content":{"rendered":"<p>This video from Selling Power discusses a unique look at the traditional sales funnel.\u00a0 The author in the video states that the sales funnel has to be thrown out and redesigned based on the prospect&#8217;s process.\u00a0 The 4 minute video is an excellent discussion on this topic:<\/p>\n<p style=\"display: inline; margin: 0px; padding: 0px\" id=\"scid:5737277B-5D6D-4f48-ABFC-DD9C333F4C5D:ecdc8d48-11bb-4726-ab86-cd4e023893ee\" class=\"wlWriterSmartContent\"><object classid=\"clsid:D27CDB6E-AE6D-11cf-96B8-444553540000\" width=\"329\" height=\"288\" codeBase=\"http:\/\/download.macromedia.com\/pub\/shockwave\/cabs\/flash\/swflash.cab#version=6,0,40,0\" style=\"border-right: #000000 1px solid\" id=\"DailyReport\"><param name=\"_cx\" value=\"8705\"><\/param><param name=\"_cy\" value=\"7620\"><\/param><param name=\"FlashVars\"><\/param><param name=\"Movie\" value=\"http:\/\/www.sellingpower.com\/video\/swf\/DailyReportNew.swf\"><\/param><param name=\"Src\" value=\"http:\/\/www.sellingpower.com\/video\/swf\/DailyReportNew.swf\"><\/param><param name=\"WMode\" value=\"Transparent\"><\/param><param name=\"Play\" value=\"-1\"><\/param><param name=\"Loop\" value=\"-1\"><\/param><param name=\"Quality\" value=\"High\"><\/param><param name=\"SAlign\" value=\"LT\"><\/param><param name=\"Menu\" value=\"-1\"><\/param><param name=\"Base\"><\/param><param name=\"AllowScriptAccess\"><\/param><param name=\"Scale\" value=\"ShowAll\"><\/param><param name=\"DeviceFont\" value=\"0\"><\/param><param name=\"EmbedMovie\" value=\"0\"><\/param><param name=\"BGColor\"><\/param><param name=\"SWRemote\"><\/param><param name=\"MovieData\"><\/param><param name=\"SeamlessTabbing\" value=\"1\"><\/param><param name=\"Profile\" value=\"0\"><\/param><param name=\"ProfileAddress\"><\/param><param name=\"ProfilePort\" value=\"0\"><\/param><param name=\"AllowNetworking\" value=\"all\"><\/param><param name=\"AllowFullScreen\" value=\"false\"><\/param><\/object><\/p>\n<p>If you have trouble with the video, <a href=\"http:\/\/www.sellingpower.com\/video\/index.asp?date=5\/12\/2008\">here is the link to watch it on the Selling Power website<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>This video from Selling Power discusses a unique look at the traditional sales funnel.\u00a0 The author in the video states that the sales funnel has to be thrown out and redesigned based on the prospect&#8217;s process.\u00a0 The 4 minute video is an excellent discussion on this topic: If you have trouble with the video, here is the link to watch it on the Selling Power website.<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[4,9],"tags":[232,650,1750,187,142],"class_list":["post-1567","post","type-post","status-publish","format-standard","hentry","category-sales-management","category-sales-techniques","tag-prospecting","tag-sales-funnel","tag-sales-management","tag-sales-qualifying","tag-sales-technique"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-ph","jetpack-related-posts":[{"id":1753,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/10\/6-tips-for-sales-managers\/","url_meta":{"origin":1567,"position":0},"title":"6 Tips For Sales Managers","author":"Lee Fratzke","date":"October 14, 2008","format":false,"excerpt":"Sometimes these quick tip articles provide little usable information.\u00a0 This article at Eyes on Sales is not one of those articles - there are excellent suggestions within the 6 tips (pay special attention to number 1): Lack of Process - The cure for this problem is to take your time\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2034,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/06\/funnel-or-sieve\/","url_meta":{"origin":1567,"position":1},"title":"Funnel Or Sieve?","author":"Derrick Moe","date":"June 2, 2009","format":false,"excerpt":"This Selling Power article title made me laugh \u2013 Are You Using a Funnel or a Sieve?\u00a0 I laughed because my son is a hockey goalie so the word \u201csieve\u201d carries a special horror.\u00a0 That horror is compounded by the fact that we just returned from a hockey tournament in\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":488,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/12\/disqualifying-prospects\/","url_meta":{"origin":1567,"position":2},"title":"Disqualifying Prospects","author":"Derrick Moe","date":"December 7, 2006","format":false,"excerpt":"Selling entails many skills and aptitudes, but one thing that is often overlooked is the ability to disqualify prospects. Selling Power offers up this article - How to Disqualify Leads - which provides a thorough explanation of techniques. First, a great image that I have not heard used in this\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1604,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/secret-traits-of-top-salespeople\/","url_meta":{"origin":1567,"position":3},"title":"Secret Traits Of Top Salespeople","author":"Derrick Moe","date":"June 4, 2008","format":false,"excerpt":"SalesHQ.com offers up an article that discusses the \"secrets\" of top sales achievers.\u00a0 A couple of the secrets: \u2022 Position themselves with the real decision-makers and avoid those without \u2018approval power\u2019. They are able to first identify and then access the formal decision making unit. \u2022 Recognize when to treat\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":582,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/7-deadly-sins-of-salespeople\/","url_meta":{"origin":1567,"position":4},"title":"7 Deadly Sins of Salespeople","author":"Derrick Moe","date":"January 17, 2007","format":false,"excerpt":"From SM&M - The Seven Deadly Sins of Salespeople: 7. Chattering 6. Gourmandizing (never heard this word before) 5. Inactivity 4. Obliviousness 3. Shallowness 2. Presumptuousness 1. Ignorance You will need to follow the link to read the description of each \"sin.\" It is well worth the time as the\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":594,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/the-fine-art-of-stalling\/","url_meta":{"origin":1567,"position":5},"title":"The Fine Art of Stalling","author":"Derrick Moe","date":"January 22, 2007","format":false,"excerpt":"\"Let me think it over.\" \"I'll get back to you.\" \"We'll take a look at it.\" If you have been in sales more than a day, you are familiar with these sayings. They are the prospect's attempts to \"stall\" a buying decision. These comments are trouble for any salesperson who\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1567","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1567"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1567\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1567"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1567"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1567"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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