Comments on: What Shape Is Your Funnel? How to Determine Your Funnel and Why It’s the Most Important Thing You Will Do http://www.funnelholic.com/2009/09/17/what-shape-is-your-funnel-how-to-determine-your-funnel-and-why-it%e2%80%99s-the-most-important-thing-you-will-do/ a blog for those of us who live and work at the top end of the b2b funnel: Demand Generation, Lead Generation, Online Media, B2B Sales and Marketing, Marketing Automation, DRIP, Lead Nurturing, and Fun. Wed, 08 Feb 2012 07:13:41 +0000 http://wordpress.org/?v=2.7.1 hourly 1 By: Dale Underwood http://www.funnelholic.com/2009/09/17/what-shape-is-your-funnel-how-to-determine-your-funnel-and-why-it%e2%80%99s-the-most-important-thing-you-will-do/comment-page-1/#comment-1739 Dale Underwood Tue, 22 Sep 2009 12:16:40 +0000 http://www.funnelholic.com/?p=968#comment-1739 Craig, Great insight packed into a quick read, it only took 3 minutes! I'm a long-time student of B2B IT sales and immediately saw the connection between your funnel definitions and Geoffrey Moore's Technology Adoption Lifecycle. Moore's book changed my outlook on selling IT gear and you have added a valuable extension for modern marketers. What struck me the most is that many emerging high-tech companies take a Macro funnel approach to a Micro funnel problem. Early market companies must focus on targeted, niche areas until they get a foot hold and can move into the Mainstream. While some argue that this has changed with the "new rules of marketing", I would argue that the breadth of information choices makes it more difficult than ever to gain early market traction. I want to also commend you on promoting the Funnel versus the Pipeline. It may seem like a small detail, but anyone who refers to the sales process as a pipeline has never been responsible for one! Dale Craig,
Great insight packed into a quick read, it only took 3 minutes!

I’m a long-time student of B2B IT sales and immediately saw the connection between your funnel definitions and Geoffrey Moore’s Technology Adoption Lifecycle. Moore’s book changed my outlook on selling IT gear and you have added a valuable extension for modern marketers.

What struck me the most is that many emerging high-tech companies take a Macro funnel approach to a Micro funnel problem. Early market companies must focus on targeted, niche areas until they get a foot hold and can move into the Mainstream. While some argue that this has changed with the “new rules of marketing”, I would argue that the breadth of information choices makes it more difficult than ever to gain early market traction.

I want to also commend you on promoting the Funnel versus the Pipeline. It may seem like a small detail, but anyone who refers to the sales process as a pipeline has never been responsible for one!

Dale

]]> By: Karin W http://www.funnelholic.com/2009/09/17/what-shape-is-your-funnel-how-to-determine-your-funnel-and-why-it%e2%80%99s-the-most-important-thing-you-will-do/comment-page-1/#comment-1737 Karin W Fri, 18 Sep 2009 13:03:58 +0000 http://www.funnelholic.com/?p=968#comment-1737 Tried to access the whitepaper you referred to, but was very dissappointed to find a web form that only allows us format telephone numbers and zip codes. I guess I should just make something up... So much for the quality of Tippits web leads ;-) Tried to access the whitepaper you referred to, but was very dissappointed to find a web form that only allows us format telephone numbers and zip codes.
I guess I should just make something up… So much for the quality of Tippits web leads ;-)

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