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Consultant helping a prospective client navigate individual buying decisions while a traditional sales funnel sits unused nearby.
Your Pipeline Isn't a Funnel. It's a Series of Buyer Decisions. authority buyer behavior buyer understanding customer journey decision making pipeline strategy positioning sales strategy Sep 07, 2026

Which Buyer Decision Is Stalling Your Pipeline?

Marketers love funnels.

Top of funnel.

Middle of funnel.

Bottom of funnel.

Traffic goes in at the top.

Customers are supposed to come out at the bottom.

Simple.

Neat.

Comforting.

And usefulā€”as long as we remember that buyers are not actually ...

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Important business proposal gradually buried by a busy prospect's competing everyday priorities.
Your Prospect May Not Be Ghosting You. The Decision May Have Lost Momentum. buyer behavior buyer understanding customer journey decision making pipeline strategy sales follow-up sales strategy trust Sep 03, 2026

There is a particular kind of silence that makes business owners slightly irrational.

And I'm SURE you have experienced this....

You have a good conversation with a prospect.

They seem engaged.

They ask smart questions.

They understand the problem.

They like your recommendation.

Maybe they ev...

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