Ryan Nicholson says, “There is another dimension beyond which is known to most marketers. It is a dimension that is vast and chaotic and as timeless as the sales process itself.

It is the middle ground between the introduction and the close, between engagement and disengagement, it lies between the deepest of our marketing fears and the heights of our marketing knowledge. This is the 4th dimension of the sales funnel. It is an area which we’ll call… The Sales Continuum.

We all have a concept of the sales funnel. It fits nicely into a very linear framework of time. The human mind loves this concept. We can easily process things that have a beginning, middle, and end. We attach these ideas to the sales funnel and imagine perfect scenarios where our top, middle, and bottom of funnel content is consumed in perfect order leading up to a sale.

What to Do When Your Prospect Takes a Strange Turn in the Buyer’s Journey


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