👀 Funnel Vision - Carney
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👀 Funnel Vision

What is a dark funnel? And what can we buy from Harry Styles??

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Is Marketing Automation Dead? Adapting for the Dark Funnel

Marketing has shifted more and more into being people-powered. And since data tracking, attribution models, and MarTech stacks are more complicated than ever, where does automation fit in the grand scheme of people-powered sales funnels?

First, what is the Dark Funnel?

What influences your marketing funnel often happens behind the scenes. Potential buyers will often talk to their peers, meet at events, read blogs, or check out reviews on G2 before making a buying decision. And almost all of that is untrackable — hence why it’s dark.

B2B buyer behavior is changing thanks to the dark funnel. By the time a lead is on your website, they’ve done their research, spoken to peers, and are ready to evaluate a shortlist of options. This makes capturing website visitors’ emails and putting them into a nurture program next to useless, and why SaaS companies are only able to convert around 40% of their inbound leads to sales meetings.

Marketing Automation Today

Time to adapt! Marketing automation is still possible with the dark funnel happening in the background. You just have to adjust your approach.

The previous idea of marketing automation was around capturing leads. Today, because of the speed of buying, it’s more about the “straight-to-meeting” imperative. When a lead has entered your funnel, you have to be ready to move on them in two ways:

  1. They have done enough research in the dark funnel, so book a meeting immediately.
  2. They’re not quite sure…so book a meeting immediately.

Your automation strategy should be centered around immediate action instead of older-school email nurturing.

Check out the full blog post from Chili Piper for more insights on keeping your funnels, leads, and conversions buttoned up.

Q for You

What has your experience been like hiring freelancers?

Chili Piper Concierge 

Getting high-intent leads into your funnel as quickly as possible is the winning formula for 2022. Top revenue teams like Spotify, Gong, and Segment have already started this by using Chili Piper’s Concierge product. So how does 50% more inbound meetings booked from your website sound?

Chili Piper has some of the most advanced routing and scheduling software for B2B revenue teams. Its products help demand generation teams convert more leads into attended meetings, sales teams book more demos faster, and customer success teams delight their customers.

Curious? See what Concierge looks like on your website in less than 30 seconds.

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Carney is the digital agency that curates The Daily Carnage. If you’re looking for a website redesign, a brand refresh, paid ad campaign, email expertise, or anything in between, we got you.

Wondering how to reach us? Just click below!

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Honda Brasil released this ad for their Nova CBR 1000RR-R Fireblade SP (which is a very fancy name, for a very fancy sportbike). This theatrical ad shows some breathtaking, inspirational speeds. The message is “beat your best,” the “best” in this case seems to be going so fast that you reach a finish line faster than the pebbles in your wake hitting the ground.

Ads from the Past

1988, Fantastik

“The internet has turned what used to be a controlled, one-way message into a real-time dialogue with millions.”

Malorie Lucich


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