O Funil de Vendas B2B Morreu: Bem-vindo à Matriz de Intenção

The B2B sales funnel is dead because it enforces a rigid, linear path on a buying journey that has become chaotic, decentralized, and entirely driven by the buyer's own self-education. Modern B2B buyers no longer follow a predictable sequence from awareness to purchase. Instead, they operate within a complex "Intent Matrix," making decisions based on real-time needs and information gathered from multiple, often hidden, digital sources.

For decades, every marketing textbook and sales guru has pr...