Episode 29: Exploring the Sales Funnel

Tom and Curtis take a closer look at the sales funnel model, including ways salespeople and marketers can guide prospects into and down through the funnel. Curtis makes the important point that there exists both the marketing funnel and the sales funnel. Is there overlap? Should there be? How do you connect them? And how do you get more people to enter the funnels, follow the funnels…and even flip the funnels! Takeaways: Explaining the traditional sales funnel and why it’s important AIDA: Aware, Interest, Desire, Action RACE: Reach, Act, Convert, Engage It’s critical to know where every unique prospect is in the sales funnel and where they are currently on the customer journey (or not).  Mismatching sales and marketing activity with prospects’ self-identified position in the funnel or on their journey is a death knell for sales opportunities. But the inverse is also true: Make sure you have content, tactics, and strategies to serve every client and prospect where they are today and where you want them to go in the future.