by Chip Burnham | Apr 11, 2018
[Part 2 of 3] In Part 1 of this series, I introduced the three-funnel segment approach for designing your commercial engine. The commercial engine is the company’s system for obtaining leads, selling, and serving the customer. Your commercial engine funnel consists of...
by Chip Burnham | Mar 28, 2018
[Part 1 of 3] Listen to a discussion around finding prospects, nurturing leads, and closing business and you’ll find the talk will nearly always get around to funnels. The reference is usually to a “sales funnel.” The idea of this funnel is that you perpetually fill...