OpenDevelopment

Sales Funnel is a Term describing the visual representation of the journey a prospect or lead makes to become a customer (or exit the funnel before becoming a customer). It provides sales teams insights where action is required achieve their quota and/or the overall sales plan.

Sales Funnel and phases

The Sales Funnel typically comprises of 3 stages:

• Top of Sales Funnel - the awareness stage is where leads are identified and contacted,
• Middle of Sales Funnel - the consideration stage is where leads are qualified and become prospects,
• Bottom of Sales Funnel - the decision stage is where the sale is made and prospects become customers

Know Your Customer BANT Qualification Framework

Hierarchy

ID	Name	Level	x
Funnel	Sales Funnel	1	Funnel
TOFU	Top of Sales Funnel	2	TOFU
MOFU	Middle of Sales Funnel	2	MOFU
BOFU	Bottom of Sales Funnel	2	BOFU

Process(es)

ID	Name	Level	x
S	Sell	1	S
C	Contract	1	C

Term(s)

ID	Name	Clear	x
BANT	BANT Qualification Framework		BANT
BOFU	Bottom of Sales Funnel		BOFU
KYC	Know Your Customer		KYC
MOFU	Middle of Sales Funnel		MOFU
TOFU	Top of Sales Funnel		TOFU

Sales Funnel 0 1 Sales, Funnel, Leads, Qualified Leads, Opportunities, Customer, Conversion, a term describing the visual representation of the journey a prospect or lead makes to become a customer