How to Map Lead Generation to your Sales Funnel?

1. How to map Lead Generation to your Sales Funnel? It is extremely important to understand the lead's buying journey. Every company have different revenue funnel. No two companies can have identical funnels. It works differently for different companies. Strategies may be same but results will always be different. In this post, we are sharing Market's funnel to reveal the different stages of the buyer's intent and campaigns. Have a look!! TOFU -TOFU stands for top of the funnel. This is the first stage of the funnel. Buying phase is the starting of sales and marketing funnel. Here, the buyer becomes aware of the products and services offered by the company. He is not ready to buy yet. If you want them to make aware of your product, you must distribute some education material to make them familiar with your offerings. TOFU stage is divided into three sub stages which are as follows: Name:Name reveals the individual who is officially saved in your database. Do not consider them as leads. They are mere names only. Do not misunderstand that these names are engaged with your company. They are not yet. Just because you have their business cards does not mean that they are leads. The engagement has not started yet.

2. Engaged:Suppose, you got the names and their contact information. You have started interacting with them. If the interaction does not get in a meaningful direction, they are not qualified for this stage. The people you have engaged with already know that they are in our database. They expect us to drop an email or communicate over the phone and discuss their offerings. Target:If you have engaged with the individual, use lead scoring to know that individual id qualified for the potential buyer list or not. This means that he has qualified demographic and behavioural standards. MOFU -It stands for the middle of the funnel. In this stage, you come to know about their buying behaviour, engagement with your content and become a potential sales lead. MOFU stage is divided into two sub stages: Lead:At this stage, it is an opportunity to target the people to become a lead. Use Market's lead scoring capabilities to score the target. Scoring suggests that it is time to reach out and connect with your target personally. If a sales development rep has a conversation with you, turn them into a sales lead. If you have not made the decision to purchase, you can recycle them back to the target stage. Note:Most of the leads are not ready for sales. It does not mean that SDR's conversation was time wastage. Sales interaction is a necessary part to develop or nurture the relationship.

3. Sales Lead:If leads are converted into qualified buyers, SDR then passes to account executive. The sales rep occurs for almost seven days to either convert the sales lead into an opportunity. Make a sales interaction or to send the leads back to marketing to nurture the leads. BOFU -It stands for the bottom of the funnel. This phase takes place at the bottom of the sales funnel. At this stage, leads become closer to turn into customers. The offers you are providing for leads are particular to your products or services. Use datasheets and pricing strategies to ease the process. BOFU stage is divided into two sub-stages: Opportunity:In the Market's funnel, only sales reps fetch so many opportunities. In this stage, leads are generally converted into a sale. How marketing department and SDRs get paid are the opportunities you get in this stage. Maintaining an opportunity quota to ensure most of the opportunities created at each period. Note:If you are paying people based on the creation of the opportunities, opportunities need a solid and agreed-upon definition. Do not make these opportunities subjective. Customer:This is the last stage where leads are converted into customers and they are finally converted into sales. References:https://medium.com/@interimincomemodel/how-to-map- lead-generation-to-your-sales-funnel-10d7a9d461c3