Digital Marketing Strategies to Rev Up B2B Sales Post Covid-19

This article from Harvard Business Review challenges the traditional notion of the customer funnel and suggests that sales teams should shift their focus to what they call the “customer flight plan.” The author argues that the funnel concept is outdated and fails to capture the complexity of modern sales processes. Instead, the flight plan approach emphasizes the need for sales teams to understand the unique journey of each customer and tailor their approach accordingly.

The article provides several key recommendations for sales teams looking to adopt the flight plan approach, including:

• Emphasizing customer experience over sales targets
• Mapping out the customer journey and identifying key touchpoints
• Personalizing the sales approach to each customer
• Focusing on building long-term relationships with customers

By adopting the customer flight plan approach, sales teams can better understand the needs and preferences of each customer and ultimately improve their overall sales performance.