The reconfiguration of the sales funnel: a holistic relational perspective

Over the years a growing attention has been recognized to the impact of new technologies on sales management and on sales funnel (Colicev et al. 2019; Cuevas, 2018, Cain, 2022). The sales funnel illustrates the customer journey through the buying process, from initial awareness to purchase and beyond (Terho et al. 2022). In a traditional perspective, the key stages of sales funnel are identified in prospecting, pre-approach, approach, presentation, overcoming objections, closing, and follow-up/ retention (Paschen et al. 2020). In this context, the aim is to investigate the impact of new technologies on sales funnel configuration and sales funnel management. A particular attention is focused on the potentialities of MarTech and SalesTech on the configuration of holistic sales funnel, investigating their convergence.