Your sales funnel is all about buyers – not sellers
The idea of a step-wise sales process is hardly unique. Measuring your conversion from stage-to-stage in the sales process is also relatively common.
These are common, but misleading. You should be measuring the buying process, not the selling process. This is where the Sales Funnel Calculator comes in.
Consider this: If half of the potential buyers who you do one tactic to, also receive a second tactic, you might think that you have a 50% conversion between these two stages. But measuring sales steps gives you no idea about how many of your buyers have come along with you for the ride. Your sales funnel should measure your buyers’ progress – not your progress. We call this progression through the funnel the Buyer’s Journey™ and wrote about it in The Leaky Funnel.
You can also increase clarity by making a few changes to what you measure and how you measure. To help you, we’ve compiled expert insights into setting clear strategy, moving buyers through their journey, choosing the best tactics, and sizing and measuring your sales funnel- we call it Funnel Vision™ and you can subscribe right now.
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