The “New” Sales Funnel
What used to be the accepted status quo “Sales Process” (identifying targets in the market, separating leads from a mass of inquiries, and distilling them through some exploration of cold calls and negotiation) has changed forever.
Social media has become the most important marketing initiative today because it has actually changed (or adapted) the “Sales Process” into the “Buying Process”. With peers talking with peers sharing advice and comments about all of their purchases and experiences, this has created a buzz amongst prosumer’s, a confidence or empowerment, that is unstoppable.
To continue to be relevant in the marketplace and avoid extinction, the “New” Sales 
Funnel has had to yield to the Prosumer’s being in control, captaining the ship, if you will. This means the salesperson’s role is now one of guiding or being a well-educated navigator in the purchasing process. As Larry McClymonds said: “The new form of relationships selling isn’t about selling anymore, it’s about helping the customers buy.”
With this new openness provided by the “navigator”, the prosumer will now reciprocate that openness (at least over time), which will result in the old “Sales Process” of the tedious, opinionated, strong arm process of selling to consumers will eventually evaporate.
One of the nicest things about this transition to the “New” Sales Funnel is that the great salespeople out there have already been doing this, that’s what makes them great and a trusted resource for our purchasing of services or goods. To them we say “Thank you”! We prosumer’s appreciate you treating us with the respect we deserve. Your reward? Our choice to give you our business.
Keep an eye out for an in depth discussion of “how-to” monitor and accurately analyze social media activity in the coming weeks.
Follow Tim for all the latest on social media topics here our blog and on Twitter, Unite with Tim and Ty on our social media think tank BrainStorm, or email Tim directly if you have any questions at tim@perspectiveim.com
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