Identify your funnel stages

- [Instructor] Now that you have defined your Leads,…the next step in the process…is identifying your funnel stages…so that you understand how to move your Leads…through your sales funnel.…Before someone buys, she goes on a buying journey.…This is essentially the steps that this person takes…before she purchases your product.…Your Lead's buying journey should map to your sales funnel.…So your sales funnel…is essentially how your company defines…each stage in your revenue cycle.…Both the buyer journey and your sales funnel…should match up.…

What marketing program you run…depends on where a Lead is in your sales funnel.…For instance,…you might have a very different message that you say…to somebody who just enters your funnel…than you would to somebody who's about to make a purchase.…Your sales funnel also determines…when you hand a Lead off to sales.…Generally, marketing will own the Lead communication…and the first few stages of your sales funnel,…and then the Lead gets handed off to a sales rep…if they make it through that process.…