I recently did a webinar with consumer engagement expert, Laura Patterson, of Vision Edge Marketing, a company that improves and proves the value of marketing (online and offline) through data, analytics, metrics and marketing processes.
Laura speaks at shows like the Online Marketing Summit, where we met early last year, and I was immediately captured by her passion and knowledge of sales processes and marketing measurement for B2B and B2C consultative type buyer behaviour.
She took the sales funnel model and turned it into a sales pipeline model that others would soon follow. From it, she teaches us that buyers are basically at different stages of the sales process but can jump back and forth between the state they are at quickly and linearly. (more…)