Sales and Marketing people that work in a complex sale environment could learn a thing or two over at the Funnelholic. Chris Jablonski (one of Craig Rosenberg's co-workers at Tippit and an accomplished writer/analyst in his own right) has just written a concise whitepaper called "What's the Shape of Your Funnel". It only took me 3 minutes to read it, the first time (I read it twice more...slowly).
Although neither Funnel type, Macro or Micro, is necessarily tied to a particular industry or market, I do think B2B marketing would fall into the Micro Funnel type more often. The tip-off for me was the "long, complex purchasing cycles" that smacks of B2B sales (my personal longest was a 3 year sales cycle with The World Bank; talk about committees!).
The point that really makes this paper worth downloading is that Chris not only defines the characteristics of each Funnel type, he explains actionable ways to market to them.
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