Sales Funnel TOP OF FUNNEL TOF Unqualified prospects

Sales Funnel TOP OF FUNNEL (TOF) Unqualified prospects – attract visitors, Generate traffic, offer valuable lead magnets, call to actions that COLD AUDIENCE Stranger, Awareness of Problem 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. WARM AUDIENCE Acquaintance, Consideration of options (research - comparison) BOTTOM OF FUNNEL (BOF) Qualifying prospects – lead nurturing sequence, direct sales contact, free consultations, discounts & promotions HOT AUDIENCE Friend, Acquisition of choice

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

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

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

Sales Funnel Dashboard Sales Funnel Overall Revenue West 25% North 25% Product Positioning 44. 80% 3 Negotiation 22. 48% 2 Documentation 12. 25% Approval 3. 60% South 25% East 25% Disbursement 0. 36% Overall Revenue Comparison Lead Conversion 1 0 Jan Feb Mar Apr May Jun Jul Aug Sep Oct Actual Revenue Budget Regionwide Revenue 15 40 20 0% 20% 40% Critical 60% Warning 80% 100% 82 Normal Bad 25 Good North South East West Nov Dec

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