from click to customer, a proven digital marketing and sales model

Finding and engaging qualified prospects has changed forever

Highly successful business to business sales in the internet age requires changes in the conventional approaches to selling.  In the past sales people were engaged as a primary source of information and research by perspective buyers.  This enabled sales consultants to form relationships as trusted advisers, and assist in formative stages of the buy-cycle by influencing things such as needs assessment, requirements development, return on investment and total cost of ownership modeling.  Now the internet, mobile communications, voice mail, email, and social networks all converge to change the old paradigm forever. 

The Web is the new First Impression

With increasing frequency, prospects self serve information from the web, and use online references, case studies and community forums in the early stages of business project planning.  Decision makers and buyers tend to use all means possible to avoid contact by sales professionals until they are nearly ready to purchase eliminating the ability of the sales team to influence decision making.

Since sales engagement now occurs after a substantial amount of planning and research has already been done, achieving success in the new paradigm requires sales organizations to find and engage decision makers over the web, and to do so in the face of the competition and with no time to develop a personal relationship.

The Electric Funnel model helps solve the problem

Tackling these challenges today means using the best of online and digital technologies to attract, engage, sell, and keep more customers.  Converting from early stage interest to loyal customer is what the Electric Funnel is all about.