Sales Funnel

TOP OF FUNNEL (TOF)

Unqualified prospects – attract visitors, Generate traffic, offer COLD AUDIENCE

valuable lead magnets, call to actions that lead to landing pages Stranger, Awareness of Problem

to increase conversations.

MIDDLE OF FUNNEL (MOF)

WARM AUDIENCE
Qualifying prospects – tripwires (second offer at a
Acquaintance, Consideration of options
low price), build trust in you & your offer, lead
(research - comparison)
nurturing sequences.

BOTTOM OF FUNNEL (BOF)

HOT AUDIENCE
Qualifying prospects – lead nurturing sequence, direct
Friend, Acquisition of choice
sales contact, free consultations, discounts &
promotions
Traditional Marketing Revolution

Television, broadcast, 1-way AWARENESS PR, event, experiential, media

Radio/ Print, promotional CONSIDERATION Radio/ Print, QR code, augmented reality

Sales person, POS, upsell INTENT WOM, Social referral

Transaction
Transaction
Cash register: cashier, POS Geolocation, shared experience

Consumer only experience CONSUMPTION Social experience, photo sharing, value add

Consumer & offline community OPTIMIZATION WOM, shared experience, social recommendations

Offline ADVOCACY Blog, Social profiles

 Sales Funnel

Marketing
MARKETING

LEAD
Reaction/ Response
Lead Management
Process

First Contacts

Following Contacts

Offers

OPPORTUNITY
SALES

Negotiations Opportunity
Management Process

Close
 Sales Funnel

Programs & Campaigns Engage Prospects & Partners Orchestrate Opportunities Close Sales Deliver/Expand

Demand Funnel Sales Funnel Funnel

QUALIFIE
ACTIVE QUALIFIE WORKING HIGHLY
TAM AWARE ENGAGED D LIKELY CLOSED
TAM D LEAK LEAD LIKELY CLTV
100% 75% 35% PROSPECT 75% 100%
20% 5% 10% 95%
40%

Buyer Intent Touch Response Score Sales Sales Verbal T&Cs Contract Customer
Ready Qualified

AWARE CONSIDER DECIDE IMPLEMENT

 Sales Funnel Dashboard

Overall Revenue Sales Funnel Revenue Comparison

West North
3
25% 25% Product Positioning 44.80%
2
Negotiation 22.48%

Documentation 12.25% 1

Approval 3.60% 0
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Disbursement 0.36%
East South
25% 25%
Actual Revenue Budget

Overall Revenue Lead Conversion Regionwide Revenue

15

40
20

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

82 25
Critical Warning Normal
North South East West
Bad Good
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