Missed Quota Series: The Dark Funnel - The #1 Reason Sellers Missed Quota In Q1 | Donald C. Kelly - 1993

About this episode

This episode discusses the concept of the 'dark funnel' and how sellers can better connect with buyers earlier in their decision-making process.

A lot of sellers are working hard but still falling short in Q1. The challenge isn’t always activity. It’s timing. This is part two of the missed quota series, and I’m sharing why buyers are already far into their journey before you ever connect with them and how you can show up sooner. Why Q1 Feels So Difficult for Sellers Most sellers wonder why Q1 feels so tough, and a big part of it comes down to this. By the time you’re getting in front of a buyer, they’re already about 67% through their decision-making process. They’ve done their research, explored options, and in many cases already have a shortlist before you even show up. The Buyer’s Shift: The Dark Funnel This is what I call the dark funnel. It’s everything happening behind the scenes before a buyer ever talks to you. And here’s the reality. A lot of buyers prefer it that way. Gartner found that 61% of B2B buyers want a seller-free experience early on, and 43% of executives are discovering solutions through social media. If you’re not visible during that stage, you’re already behind. Content Is How You Show Up Early So how do you get ahead of that? You’ve got to start thinking like a content house. If you’re not…

People in this episode

Host: Donald C. Kelly

Topics covered

• sales strategy
• buyer behavior
• content marketing
• sales challenges
• decision-making process

Keywords

• missed quota
• Q1 sales
• dark funnel
• B2B buyers
• content strategy
• sales visibility
• buyer journey

Mentioned in this episode

Organizations: Gartner

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