Mastering the Customer Success Cycle

Illuminating the Future (Sep 16 2009)

1. We are all enabled and constrained by our mental models. They shape our thinking and influence our actions. While these explanatory models generally give us greater clarity, sometimes they merely hold us back. One such model, I would argue, is the conventional sales funnel. In the realm of B2B marketing and sales today, it is the defining model – the one that guides strategy, planning , organTurbulenceization, action and investment. (Read Full Article)

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