by Distribion Archive | Apr 4, 2011 | Blog, Blog Archive
Software and hardware vendors have learned the hard way that the traditional “sales funnel” for technology no longer involves much selling. In fact, it’s no longer a selling process at all. It’s a buying process, in which the vast majority of decision makers research...
by Distribion Archive | Mar 15, 2011 | Blog, Blog Archive
In 1898, an insurance salesman named E. St. Elmo Lewis wrote a pioneering marketing textbook called, Financial Selling. In it, he created a tool he called the “AIDA Sales Funnel”. That four step model for customer engagement is still valid today. Back then, Lewis...
