The term sales funnel is often used interchangeably with buyer’s journey, sales pipeline, and marketing funnel, but each of these is a separate process.
A sales funnel is the sequence of steps a prospect takes from initial awareness to making a purchase. The nature of these steps varies between models, but in general, all sales funnels move a prospect from awareness to a buying decision. The general overview consists of three key stages:
Top-of-funnel: Your target audience, where you initially grab the prospect’s attention.
Middle-of-funnel: Leads that have shown some interest in engaging with your brand.
Bottom-of-funnel: This is the point of conversion, where leads turn into paying clients.
The B2B sales funnel is often more complex than business-to-consumer (B2C) models because the buying process involves more stakeholders and touchpoints over a more extended period.
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