#sales-funnel

#sales-funnel

The traditional buyer journey-the familiar path from awareness to consideration to decision-is disappearing. Today's buyers are moving faster, skipping steps and often making decisions after a single trusted source validates your brand. What's driving this shift? Earned media and AI-driven research tools. Public relations has always been seen as a credibility builder-a way to get your brand noticed and trusted.

This week on Playbook Broken, we're speaking with Sangram Vajre, co-founder of Terminus and GTM Partners, who delivers sharp, unapologetic insights into modern go-to-market (GTM) strategies. Sangram discusses why the traditional sales funnel is outdated and how SaaS is transforming into services software. He emphasizes the importance of metrics over meetings and proposes a redefined approach to GTM. This episode also explores the impact of AI, services becoming the front end of software and the shift towards fractional roles in organizations.

Value-driven content naturally attracts leads without much convincing. When interacting with personalized tools like quizzes or calculators, users gain insights while building trust.

Education isn't a content trend-it's a business advantage. It builds trust, drives long-term loyalty and increasingly determines what gets seen in search and social.