Why marketers need to rethink the sales funnel model

11/30/2011 | MediaPost Communications

It's times for marketers to find a new model to replace the outmoded sales funnel paradigm, says McKinsey's David Edelman. His new model, known as the "Consumer Decision Journey" concentrates on changing how buyers think, rather than just getting their attention, and looks for ways to make purchasing a cyclical activity for the buyer. "We need to reframe the consumer decision journey to something more iterative, circular and more about what the consumer is actually doing," Edelman says.

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