They love to talk about the sales funnel, don’t they? Here’s what I think: the “funnel” approach to the client journey happened because most salespeople lack a foundation understanding of their brand. Or, more likely, their brand has no foundation in the first place. The companies using the sales funnel analogy will likely revert to saying, "this is the easiest way for our sales team to visualize the process.” Good for the sales team, I suppose. But if they aren’t the ones going through...