Have you determined what your sales funnel is? Hubspot has recently said that 68% of B2B sales organizations have not identified their sales funnel.
Many companies simply chase every sales lead or send every new sales lead to the sales team without doing anything to sort or evaluate their leads along the way.
If you don’t have a sales funnel, your sales team is flying blind. By having a sales funnel in place, you gain the visibility and consistent process necessary to get the best results out of your sales leads, and you can measure your progress at each stage of the sales process. Here are 3 reasons you need a sales funnel.
Sort and Rank Your Sales Leads
Having a sales funnel will help you create a consistent, organized process for evaluating, ranking, sorting and prioritizing your sales leads.
The process could be based on which leads are most likely to buy, which leads have the most urgent “pain points” that are driving them to make a purchase decision, and which leads require longer-term lead nurturing and follow-up before they are ready to buy.
Not all sales leads are created equal. Some people are going to be a great fit for what you sell and are going to be ready to start the sales process right away.
Focus on the Right Sales Leads
A sales funnel gives you greater focus. It a
If you have a few preliminary steps in your sales funnel, such as “initial e-mail survey” or “initial phone screening,” or “request to do an online demo/presentation,” this gives you the chance to ask the customer to commit to a higher level of interaction.
Each step of the interaction and conversation along the way gives you some chance to learn more about your prospective customers, and figure out which customers are serious buyers, and which ones are not yet ready to commit.
Long Term Process
Closing the deal can take some time. Be sure your sales funnel has multiple points of contact over time. This will enable you to nurture your leads.
A sales funnel is crucial to the success of any company that sales products. Whatever you sell, you will sell more of it by having an organized sales funnel in place.
For more information about sales funnels and to find out how they can help your business, fill out the form in the sidebar.