Once a sales rep sources or comes across a new qualified lead, they proceed with one goal in mind: Get the prospect through the funnel. The strategies they use might differ, but the overarching goal remains the same.

But is the traditional sales process still relevant? According to consulting firm Lenati, the funnel hasn’t just changed -- it’s dead.

As the modern customer changes, the funnel sales reps rely on to do their jobs needs to change too. The buying experience has evolved in recent years, as have customers’ expectations when they decide to start their purchasing journey. For example, did you know 84% of CEOs and VPs use social media to make purchasing decisions? Suddenly, social selling might seem a lot more important.

But the data doesn’t stop there. For more insights into how the sales funnel has shifted and how companies need to adjust, check out the following infographic by Lenati, a marketing and sales strategy consultancy.


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Originally published Dec 11, 2015 8:00:00 AM, updated October 30 2019


Sales Process