Using the Sales Funnel to Generate More Leads

by Annelle Barnett
Annelle Barnett
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on Feb 18 in Sales & Marketing Alignment 0 Comments

There are many versions of the Sales Funnel floating around the Internet. The premise is always the same: You can’t expect a prospect to buy from you without nurturing them through the buying cycle.


Gone are the days when a sales rep could pick up the phone or simply send an email and get results. With the advent of the Internet, Social Media, Marketing Automation, Search Engine Optimization, etc., the game has changed and changed significantly.


The prospect has to know you and trust you before they’ll buy from you. This used to be done over the phone but when was the last time you answered a call from an unknown number?


If you’re like most sales reps who think the leads you’re getting from Marketing are terrible (I refrained from using the expletive that reps really use), it’s probably because you didn’t take the time to work with marketing to define a good lead, attract the right buyers and generate content that your prospects desire.


To be effective, two groups who used to operate in silos must now operate as a team. Sales won’t succeed without working closely with their marketing counterparts and marketing will fail without working with sales.


Essentially, like all other things in life, you get out of it what you put into it.

Sales Funnel and Marketing Tactics

BlueG Marketing created the above diagram to depict how marketing fits into the Sales Funnel and how the two teams can align to generate leads. You can’t expect a prospect to jump through the funnel from top to bottom without nurturing them the whole way through. This graphic shows the various marketing tactics that align with each level in the buying decision.


Do you have an opinion? How have your sales and marketing teams worked together to create success? I’d love to hear in the comments below.


Or, if you’d like more information on how we can help move your buyers through the Sales Funnel, This e-mail address is being protected from spambots. You need JavaScript enabled to view it .


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Guest Saturday, 20 July 2019