Archives for: Tag: buyer journey

The Death of the Sales Funnel [Infographic]

Author: Jared Dodson
9 / 17 / 2015
B2B-Sales-Funnel-Infographic--Lenati

We have been closely following the shift in B2B and B2C sales organizations. It’s not news that sales motions are becoming more complex. However, what’s different now (and continues to evolve) is customer expectations within the buying and selling experience. Customers now dictate their ideal buying experience, a trend that will only grow as accessibility […]

It’s Nothing Personal…Unless it’s Small Business

Author: Carrie Holmes
9 / 15 / 2015
B2B marketing strategy small business Lenati

We’ve all heard the old adage “it’s just business,” but to a small business owner, it’s actually so much more. More often than not they’ve invested countless hours caring for, nurturing, squeezing every ounce of productivity out of their resources to help their business grow. Because of the time, energy and commitment they invest in […]

A Modern Sales Process for Sales Teams in a Customer-Driven Economy

Author: Dailah Lester
6 / 23 / 2015
Sales-cycle-customer-journey-Lenati

There is no secret that having a well-defined sales process will enable you to accelerate your sales cycle. However, what we often find is that most sales processes are developed with little consideration in regards to how customers buy. This is a problem. Sales teams and sales processes are too far removed from the actual customer […]