Sales Funnel

1. TOP OF FUNNEL (TOF)
Unqualified prospects – attract visitors, Generate traffic,
offer valuable lead magnets, call to actions that lead to
landing pages to increase conversations.
MIDDLE OF FUNNEL (MOF)
Qualifying prospects – tripwires (second offer
at a low price), build trust in you & your offer,
lead nurturing sequences.
BOTTOM OF FUNNEL (BOF)
Qualifying prospects – lead nurturing sequence,
direct sales contact, free consultations, discounts &
promotions
COLD AUDIENCE
Stranger, Awareness of Problem
HOT AUDIENCE
Friend, Acquisition of choice
WARM AUDIENCE
Acquaintance, Consideration of options
(research - comparison)
Sales Funnel

2. Transaction
Transaction
Traditional
AWARENESS
CONSIDERATION
INTENT
CONSUMPTION
OPTIMIZATION
ADVOCACY
Television, broadcast, 1-way
Radio/ Print, promotional
Sales person, POS, upsell
Cash register: cashier, POS
Consumer only experience
Consumer & offline community
Offline
PR, event, experiential, media
Radio/ Print, QR code, augmented reality
WOM, Social referral
Geolocation, shared experience
Social experience, photo sharing, value add
WOM, shared experience, social recommendations
Blog, Social profiles
Marketing Revolution

3. MARKETING
SALES
LEAD
Lead Management
Process
OPPORTUNITY
Marketing
Reaction/ Response
First Contacts
Following Contacts
Offers
Negotiations
Close
Opportunity
Management Process
Sales Funnel

4. CLTV
TAM
100%
ACTIVE
TAM
20%
AWARE
75%
ENGAGED
35%
QUALIFIED
LEAK
5%
WORKING
LEAD
10%
QUALIFIED
PROSPECT
40%
LIKELY
75%
HIGHLY
LIKELY
95%
CLOSED
100%
Buyer Intent Touch Response Score Sales
Ready
Sales
Qualified
Verbal T&Cs Contract Customer
Demand Funnel Sales Funnel Funnel
Deliver/Expand
Close Sales
Orchestrate Opportunities
Engage Prospects & Partners
Programs & Campaigns
IMPLEMENT
DECIDE
CONSIDER
AWARE
Sales Funnel

5. Sales Funnel Dashboard
Overall Revenue
North
25%
South
25%
East
25%
West
25%
Sales Funnel
Product Positioning 44.80%
Negotiation 22.48%
Documentation 12.25%
Approval 3.60%
Disbursement 0.36%
Revenue Comparison
0
1
2
3
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Actual Revenue Budget
Regionwide Revenue
15
20
25
40
North South East West
Overall Revenue
0% 20% 40% 60% 80% 100%
Critical Warning Normal
Lead Conversion
Bad Good
82