The sales funnel
In order to focus your activities on the specific actions needed to increase lead generation and improve closing, you should track your potential customers at several stages. Though some companies use 10 to 12 categories for this process, we’ll illustrate the concept here with three, which is enough for many firms.
As a first step, let’s look first at the overall picture for generating sales in a firm. This is depicted in the following Sales Funnel diagram:
The Sales Funnel
The diagram shows that you are going to manage a process to attain a specified level of revenue for the coming time period, say, next year. This is represented ...
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