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Sales Funnel
To understand how the sales funnel applies to qualify and prioritize prospects, we should understand first what a funnel is. By definition, “a sales funnel is a visual description of the different stages of the sales process, from the very beginning until the “end” when you’ve made the sale and have a paying customer (Berezin, 2022).” There are three stages in B2B sales funnel, and they are awareness & discovery, interest & engagement, and decision and purchase. But it is necessary to remember that “there are many representations of a sales funnel to be found, and companies have their own way or version based on their specific sales journey and CRM settings (Berezin, 2022).” The sales funnel helps us to recognize in what phase is our prospective client. If the prospect is just starting to stay in contact with the brand and engaging with the content. It’s likely it’s in the awareness & discovery stage. But if the customers have already made a decision and research, and they believe a product from your business can solve a problem that your competitor can’t, and they are ready to make the purchase. They are in the last stage which is “decision & purchase” phase or stage. Now, when we talk about “qualify and prioritize prospects,” we are talking about ideal customers. “A qualified prospect (also known as a sales lead) is an individual in the sales pipeline who meets your company’s ideal customer profile (ICP) and has shown interest in your…
