Pipeline Stages – Although the buyer’s journey is

Although the buyer’s journey is unpredictable, the determination of the level of “his” pipeline provides the necessary basis for sales growth, as well as for the alignment of sales and marketing. The diagram below shows how most B2B companies segment their sales channels and create supporting workflows. Each company has its own interpretation of how the B2B pipeline works, how customers behave and how they can segment their marketing and sales activities. If the last decade of innovation in marketing and sales has been clear, it is because the plan cannot be negotiated. It is important that both groups understand how their responsibilities cross the pipeline and where responsibility is transferred. David Hutchens wants your company to tell stories. It is.