{"id":44471,"date":"2020-10-14T15:51:04","date_gmt":"2020-10-14T15:51:04","guid":{"rendered":"\/us\/en\/blog\/?p=44471"},"modified":"2025-07-16T01:08:55","modified_gmt":"2025-07-16T08:08:55","slug":"sales-funnel","status":"publish","type":"post","link":"\/us\/en\/blog\/sales-funnel\/","title":{"rendered":"Sales funnels: the key to speeding up your customer journey?"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">Spoiler alert: sales isn\u2019t just something you can \u201cfreestyle.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You need structure. You need some sort of process.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The problem? Sales teams today are drowning in daily tasks and to-do lists. From follow-ups and demos to cold outreach and beyond, it can be difficult to keep all your prospect and customer relationships in order.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Perhaps the best way to rein it all in? Start breaking up <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-process\/\" target=\"_blank\" rel=\"noopener noreferrer\">your sales process<\/a> and customer communication into smaller, more manageable stages.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">That\u2019s where your sales funnel comes in.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Rather than treat your prospects as one-size-fits-all, a sales funnel streamlines the process of taking a lead from a total stranger to someone who&#8217;s sales-ready.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In this guide, we\u2019ll show you how to put together your own funnel to start closing deals faster:<\/span><\/p>\n<ul>\n<li><a href=\"#what\"><span style=\"font-weight: 400;\">What is a sales funnel and how does it work?<\/span><\/a><\/li>\n<li><a href=\"#why\">Why does defining your sales funnel matter so much?<\/a><\/li>\n<li><a href=\"#build\">What do you need to build a sales funnel?<\/a><\/li>\n<li><a href=\"#scratch\">How to build a sales funnel from scratch<\/a><\/li>\n<li><a href=\"#opt\">What are some ways to optimize your sales funnel?<\/a><\/li>\n<\/ul>\n<hr \/>\n<p class=\"p1\">Up your sales game and close more deals with these free cold outreach scripts. \u260e\ufe0f<\/p>\n<p class=\"p1\">\n<div class=\"download-form-widget standart-download-form\" data-url=\"http:\/\/netstorage.ringcentral.com\/ebook\/cold_calling_scripts_playbook.pdf\" data-id=\"69d2adcd609b4\" id=\"69d2adcd609b4\">\n\t\t<button tabindex=\"on\"  on=\"tap:69d2adcd609b4.toggleClass(class='open')\" class=\"open-modal-download-action download-form-button\" type=\"submit\">\ud83d\ude80 Get them now<\/button><\/p>\n<div class=\"download-form-modal\">\n<div class=\"download-form-modal-body\">\n<div class=\"download-form-modal-content\">\n<div class=\"download-form-modal-title\">Need fresh ideas for how to connect with prospects while setting up your deals for success? Download this cold outreach playbook now! <\/div>\n<form class=\"download-form SMB\" method=\"post\">\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Full Name\" aria-required=\"true\" aria-invalid=\"false\" type=\"text\" name=\"fullname\" placeholder=\"Full Name\" data-dl-events-hover=\"true\" data-dl-element=\"text\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Email (please enter a work email address)\" aria-required=\"true\" aria-invalid=\"false\" type=\"email\" autocomplete=\"on\" name=\"email\" placeholder=\"Email (please enter a work email address)\" data-dl-events-hover=\"true\" data-dl-element=\"email\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"popup_form\" value=\"1\">\n\t\t\t\t\t\t<\/div>\n<div><input type=\"hidden\" name=\"Asset_ID__c\" value=\"ODAM-01477\" class=\"download-form-input\"><\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"Lead_Entry_Source__c\" value=\"RC Blog\" class=\"download-form-input\"\/>\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<button class=\"download-form-submit\" type=\"submit\" data-dl-element=\"button\" data-no-auto-dl=\"true\" data-dl-additional-info=\"download form\" data-dl-name=\"Get it now\">Get it now<\/button>\n\t\t\t\t\t\t<\/div>\n<\/p><\/form>\n<p> \t\t\t\t\t<button on=\"tap:69d2adcd609b4.toggleClass(class='open')\" role=\"button\" tabindex=\"0\"  class=\"download-form-modal-close\"><\/button>\n\t\t\t\t<\/div>\n<div class=\"download-form-modal-thank\">Happy selling!<\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p>\n<hr \/>\n<h2><b><a id=\"what\"><\/a><br \/>\nWhat is a sales funnel and how does it work?<\/b><\/h2>\n<p><span style=\"font-weight: 400;\">To kick things off, let\u2019s start with a quick definition.<\/span><\/p>\n<p><b><i>A sales funnel represents the stages of your <\/i><\/b><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/customer-journeys\/\" target=\"_blank\" rel=\"noopener noreferrer\"><b><i>customer journey<\/i><\/b><\/a><b><i> from beginning to end. Each stage is a progression from the moment someone learns about your product until they\u2019re eventually ready to make a purchase.<\/i><\/b><\/p>\n<p><span style=\"font-weight: 400;\">For this guide, we\u2019ve broken the sales funnel in five stages:<\/span><\/p>\n<ul>\n<li><b>Awareness: <span style=\"font-weight: 400;\">the stage where someone is introduced to your product, learning about it for the first time<\/span><\/b><\/li>\n<li><b>Interest: <span style=\"font-weight: 400;\">the stage where someone shows some sort of interest in your product, desiring to learn more<\/span><\/b><\/li>\n<li><b>Consideration: <span style=\"font-weight: 400;\">the stage where someone begins to evaluate your product, deciding whether or not they might eventually make a purchase<\/span><\/b><\/li>\n<li><b>Action<span style=\"font-weight: 400;\">: the stage where someone begins to take the steps toward making a purchasing decision (reaching out, setting up a meeting, etc)<\/span><\/b><\/li>\n<li><b>Purchase<span style=\"font-weight: 400;\">: the stage where someone actually makes a purchase, setting themselves up to be a long-term customer and advocate for your business<\/span><\/b><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">The concept of the funnel is simple: each stage of progression requires a different set of marketing and sales activities to keep people moving.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, you wouldn\u2019t pitch someone hearing about your product for the first time the same way you\u2019d pitch someone who\u2019s a customer of one of your competitors.<\/span><\/p>\n<div class=\"tip\">\n<div class=\"tip-heading\"><b>\ud83d\udca1 Pro-tip:\u00a0<\/b><\/div>\n<p>Learn more about the <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/best-sales-apps\/\" target=\"_blank\" rel=\"noopener noreferrer\">best sales apps that&#8217;ll help you close more deals faster.<\/a><\/p>\n<\/div>\n<h2><span style=\"font-weight: 400;\"><a id=\"why\"><\/a><br \/>\nWhy does defining your sales funnel matter so much?<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Chances are you already have some sort of funnel set up already.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, do you run ads? Conduct email outreach? Run <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-demo-best-practices\/\" target=\"_blank\" rel=\"noopener noreferrer\">product demos<\/a>?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Each of these activities is part of your existing funnel. That said, many businesses don\u2019t consciously think about individual stages or creating a structured process that moves people from Point A to Point B.<\/span><\/p>\n<p>Now, let&#8217;s look at the funnel itself.<\/p>\n<p>What is the top of the sales funnel? <span style=\"font-weight: 400;\">Well, think of a literal funnel. The widest part (the top), which represents the majority of your leads out there, are most likely people who have only a passing knowledge of your product or service.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The problem is that some businesses may focus solely on the top of the funnel, which means they end up missing out on bottom-of-the-funnel leads. Why is that significant? Because these are folks are the ones who are already at the stage where they&#8217;re interested in your product or service\u2014they just need a bit of an extra push to actually make a purchase!<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Maybe that means running a demo call or encouraging them to sign up for a webinar. Either way, sales (and marketing) teams can\u2019t treat their leads like they have the same level of product knowledge.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Beyond that, let\u2019s look at some key benefits of having a solid sales funnel.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">It&#8217;s easier to align your sales and marketing goals<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">In many companies, sales teams struggle because of a lack of alignment with Marketing. The converse is also often true.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">On the flip side, research shows<\/span><span style=\"font-weight: 400;\"> that teams with aligned marketing and sales goals experience greater customer retention, higher win rates, and more revenue.<sup>1<\/sup><\/span><\/p>\n<p><span style=\"font-weight: 400;\">A sales funnel helps you make sure that your company\u2019s marketing materials address the right prospects at each part of your funnel. For example, you might create general \u201chow-to\u201d blog posts for folks at the top of the funnel and specific webinars highlighting your product in action to someone at the bottom of the funnel.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This also signals the need for <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/internal-communication-tools\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">internal communication<\/span><\/a><span style=\"font-weight: 400;\"> between your sales and marketing team. Salespeople should be willing to share their insights and experiences talking to prospects. Meanwhile, marketers could let Sales know which sorts of campaigns and messaging are their top performers.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">It encourages your sales team to be more proactive<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Remember what we said earlier about sales teams being overwhelmed?\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Recent research notes that a big reason that the average salesperson is struggling to meet their quotas<\/span><span style=\"font-weight: 400;\"> is because of the many time-consuming tasks on their plates.<sup>2<\/sup><\/span><\/p>\n<p><span style=\"font-weight: 400;\">This is yet again where the sales funnel concept can help. By looking at your prospects in their respective stages, it\u2019s much easier to figure out \u201cwhat\u2019s next\u201d with them in terms of sales activities.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, it makes much more sense to prioritize a follow-up with someone who requested a demo versus someone who just signed up for your email list or downloaded an eBook. In the case where a salesperson is up to date on all of their follow-ups, they can begin research or conducting cold outreach.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In short, a sales funnel encourages a more proactive approach to sales by sorting prospects into tiers based on how close they are to, well, closing.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">It helps you pinpoint weaknesses in your sales cycle<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Every company has weaknesses in their sales funnel, even if they don\u2019t know it.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Let\u2019s say your sales team is great at getting people to the demo stage, but just can\u2019t seem to convert deals from there. This could signal a problem with your approach to demos. (Perhaps they\u2019re too long, not in-depth enough, etc.)<\/span><\/p>\n<p><span style=\"font-weight: 400;\">By identifying these problems, you can take steps towards \u201cplugging\u201d up these holes\u2014and generate more customers as a result.<\/span><\/p>\n<h2><span style=\"font-weight: 400;\"><a id=\"build\"><\/a><br \/>\nWhat do you need to build a sales funnel?<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Good question. A sales funnel isn\u2019t necessarily something you have to \u201cbuild,\u201d per se.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Instead, consider the actions you need to take in this process\u2014like communicating with your team, moving your prospects through the stages, and tracking your success each step of the way.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Marketing campaigns, tools, and analytics<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">You can\u2019t have a sales funnel with a constant influx of prospects and leads.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here\u2019s a snapshot of some of the <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/inbound-marketing-campaign-templates\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">inbound marketing<\/span><\/a><span style=\"font-weight: 400;\"> strategies available to businesses that can start at the top of the funnel:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Lead magnets (think: free guides, eBooks)<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Email newsletters<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Social media ads<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Google ads<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Website SEO<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Marketing videos<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Blog posts<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">These tactics and resources are perfect for reeling people in and building interest in your products. For example, someone who exchanges their phone number or email in exchange for a demo, or opens your emails at a super high rate are likely good candidates for sales outreach. From there, you can move them through your funnel.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Which marketing tactics you rely on really depend on your business. In most cases, you need a combination of campaigns working in tandem to attract leads.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">A CRM system<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">With a CRM system, you can actually track and make notes for each customer along each step of their journey.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/best-customer-service-software\/\" target=\"_blank\" rel=\"noopener noreferrer\">customer service tools,<\/a> <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-software\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales software<\/a>, and CRMs like Pipedrive allow you to log each of your customer <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/customer-interactions\/\" target=\"_blank\" rel=\"noopener noreferrer\">interactions<\/a> like phone calls, emails, and other meetings. You can also log their activities on your website like email opt-ins or other webform entries.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Based on your prospects\u2019 actions, you can see which stage of the funnel they\u2019re at. Logging interactions is especially important later in your funnel as people begin to ask specific questions related to product pricing (or bring up pesky sales objections):<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-large wp-image-44472\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/10\/sales-objections-logged-in-crm-1024x762.png\" alt=\"sales objections logged in crm\" width=\"1024\" height=\"762\" \/><\/p>\n<p><span style=\"font-weight: 400;\">Your CRM is also crucial to ensuring that you follow up with your leads and prospects in a timely manner. Pipedrive actually has a built-in view where you can move each individual deal into a different stage in your funnel. This gives you a birds-eye view of your prospect relationships and who your top priorities are:<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-large wp-image-44473\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/10\/sales-process-in-pipedrive-crm-1024x308.png\" alt=\"sales process in pipedrive crm\" width=\"1024\" height=\"308\" \/><\/p>\n<p>&nbsp;<\/p>\n<h3><span style=\"font-weight: 400;\">A communications platform<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Now, this is where it all comes together. When we talk about \u201cmoving\u201d people through your funnel, we\u2019re talking about having conversations with them.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Phone calls. Emails. Live chat and <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/virtual-meetings\/\" target=\"_blank\" rel=\"noopener noreferrer\">video meetings<\/a>. The list of channels where you can use <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-techniques\/\" target=\"_blank\" rel=\"noopener noreferrer\">different sales techniques<\/a> goes on and on.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Regardless of how you get in touch, you need a communications platform to do the heavy lifting. That\u2019s where a tool such as RingCentral comes in.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Our platform is an all-in-one communications suite that lets you talk to leads and prospects regardless of where they\u2019re reaching out from. Need to conduct a <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/screen-sharing-software\/\" target=\"_blank\" rel=\"noopener noreferrer\">screen-sharing video chat<\/a>? Want to hop on a group call or do some <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/cold-calling-software\/\" target=\"_blank\" rel=\"noopener noreferrer\">cold outreach over the phone<\/a>? With RingCentral, you can do all of that and then some.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Another added bonus of a tool such as RingCentral is that you can prioritize speed while moving folks through your funnel. For example, <\/span><a href=\"https:\/\/www.ringcentral.com\/apps\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">its integrations<\/span><\/a><span style=\"font-weight: 400;\"> with email and CRM platforms mean that you can conduct outreach\u2014without having to switch back and forth between tools. This means that you maintain your much-needed sense of efficiency while keeping all of your customers\u2019 contact information in one place (like <\/span><a href=\"https:\/\/www.ringcentral.com\/apps\/insightly\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">Insightly<\/span><\/a><span style=\"font-weight: 400;\">\u2019s CRM):<\/span><\/p>\n<p><a href=\"https:\/\/www.ringcentral.com\/apps\/insightly\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"alignnone size-large wp-image-44474\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/10\/insightly-crm-1024x576.png\" alt=\"insightly crm\" width=\"1024\" height=\"576\" \/><\/a><\/p>\n<p><span style=\"font-weight: 400;\">RingCentral also helps with <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/collaboration-in-the-workplace\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">workplace collaboration<\/span><\/a><span style=\"font-weight: 400;\"> as your sales and marketing teams work together to close deals via <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/instant-messaging-programs\/\" target=\"_blank\" rel=\"noopener noreferrer\">team messaging<\/a> and video conferencing. For example, you can quickly ask questions, screen share, and share resources through the desktop and mobile app:<\/span><\/p>\n<div class=\"rc_custom_video\"><a class=\"rc_custom_video__link\" href=\"https:\/\/www.youtu.be\/EbIAZJd9rCU\">\n\t\t            <picture><source srcset=\"https:\/\/i.ytimg.com\/vi_webp\/EbIAZJd9rCU\/maxresdefault.webp\" type=\"image\/webp\"><img decoding=\"async\" class=\"rc_custom_video__media\" src=\"https:\/\/i.ytimg.com\/vi\/EbIAZJd9rCU\/maxresdefault.jpg\" alt=\"\">\n\t\t            <\/picture>\n\t\t        <\/a><br \/>\n\t\t        <button class=\"rc_custom_video__button\" aria-label=\"Play video\"><svg width=\"68\" height=\"48\" viewBox=\"0 0 68 48\"><path class=\"rc_custom_video__button-shape\" d=\"M66.52,7.74c-0.78-2.93-2.49-5.41-5.42-6.19C55.79,.13,34,0,34,0S12.21,.13,6.9,1.55 C3.97,2.33,2.27,4.81,1.48,7.74C0.06,13.05,0,24,0,24s0.06,10.95,1.48,16.26c0.78,2.93,2.49,5.41,5.42,6.19 C12.21,47.87,34,48,34,48s21.79-0.13,27.1-1.55c2.93-0.78,4.64-3.26,5.42-6.19C67.94,34.95,68,24,68,24S67.94,13.05,66.52,7.74z\"><\/path><path class=\"rc_custom_video__button-icon\" d=\"M 45,24 27,14 27,34\"><\/path><\/svg><br \/>\n\t\t        <\/button>\n\t\t    <\/div>\n<h2><b><a id=\"scratch\"><\/a><br \/>\nHow to build a sales funnel from scratch<\/b><\/h2>\n<p><span style=\"font-weight: 400;\">Now, let\u2019s look what a \u201cbuilt\u201d sales funnel looks like in action. Below we\u2019ve broken down the various stages of a funnel, and the marketing and sales activities that you should plan around them in order to fill out your sales funnel.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Awareness: Let people know who you are and what you do<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The awareness stage represents your first touchpoint with a potential customer.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, let\u2019s say a customer comes across your company\u2019s website during a Google search or sees an ad pop up via Instagram:<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-large wp-image-44475\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/10\/instagram-top-of-funnel-ad-600x1024.png\" alt=\"instagram top of funnel ad\" width=\"600\" height=\"1024\" \/><\/p>\n<p><span style=\"font-weight: 400;\">Although this initial encounter might not seem like a game-changer, you\u2019ve at the very least made someone peripherally aware of you.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This first step is important because statistics says that it takes up to eight touchpoints<\/span><span style=\"font-weight: 400;\"> for someone to be considered an actual prospect.<sup>3<\/sup> Now, we&#8217;re not saying that activities at the awareness stage aren\u2019t valuable, but rather, you have to be persistent.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, let\u2019s say the person who found you via Google then sees a post mentioning you on social media. From there, they check out your profile and maybe even your company blog. Each of these interactions help lead people toward the next stage of your sales funnel.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Interest: Give people the \u201clightbulb moment\u201d that turns them into a potential customer<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">During the interest stage, your prospects begin to take actions that signal they could eventually become customers.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">These types of actions might include:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Subscribing to your email list<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Downloading your company\u2019s eBook<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Listening to your company&#8217;s thought leadership podcast<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">People don\u2019t take these actions \u201cjust because.\u201d When somebody provides their contact information, it\u2019s essentially an exchange. It\u2019s also a golden opportunity to reach out to prospects who could become legitimate leads.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The faster you\u2019re able to reach out to leads and prospects, the better. This is where an outbound tool like RingCentral can help, enabling you to quickly identify and get in touch with prospects sooner rather than later. Here&#8217;s a quick look at how it works:<\/span><\/p>\n<div class=\"rc_custom_video\"><a class=\"rc_custom_video__link\" href=\"https:\/\/www.youtu.be\/bAaEj0aBBPA\">\n\t\t            <picture><source srcset=\"https:\/\/i.ytimg.com\/vi_webp\/bAaEj0aBBPA\/maxresdefault.webp\" type=\"image\/webp\"><img decoding=\"async\" class=\"rc_custom_video__media\" src=\"https:\/\/i.ytimg.com\/vi\/bAaEj0aBBPA\/maxresdefault.jpg\" alt=\"\">\n\t\t            <\/picture>\n\t\t        <\/a><br \/>\n\t\t        <button class=\"rc_custom_video__button\" aria-label=\"Play video\"><svg width=\"68\" height=\"48\" viewBox=\"0 0 68 48\"><path class=\"rc_custom_video__button-shape\" d=\"M66.52,7.74c-0.78-2.93-2.49-5.41-5.42-6.19C55.79,.13,34,0,34,0S12.21,.13,6.9,1.55 C3.97,2.33,2.27,4.81,1.48,7.74C0.06,13.05,0,24,0,24s0.06,10.95,1.48,16.26c0.78,2.93,2.49,5.41,5.42,6.19 C12.21,47.87,34,48,34,48s21.79-0.13,27.1-1.55c2.93-0.78,4.64-3.26,5.42-6.19C67.94,34.95,68,24,68,24S67.94,13.05,66.52,7.74z\"><\/path><path class=\"rc_custom_video__button-icon\" d=\"M 45,24 27,14 27,34\"><\/path><\/svg><br \/>\n\t\t        <\/button>\n\t\t    <\/div>\n<p><span style=\"font-weight: 400;\">For example, here\u2019s how <\/span><a href=\"https:\/\/www.ringcentral.com\/whyringcentral\/casestudies\/salary.html\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">Salary.com<\/span><\/a><span style=\"font-weight: 400;\"> uses RingCentral:<\/span><\/p>\n<p><i><span style=\"font-weight: 400;\">The company\u2019s sales team is benefiting from RingCentral\u2019s Salesforce integration, which lets reps use a <a href=\"https:\/\/www.ringcentral.com\/apps\/ringcentral-salesforce\" target=\"_blank\" rel=\"noopener noreferrer\">RingCentral pop-up in their Salesforce account<\/a> to autodial a prospect\u2019s number with a single click. \u201cOur sales team also likes this tool because it lets them add real-time notes to the system during the call, and it automatically logs key details, so they don\u2019t have to manually enter that data afterward.\u201d<\/span><\/i><\/p>\n<p><a href=\"https:\/\/www.ringcentral.com\/apps\/ringcentral-salesforce\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"alignnone size-large wp-image-44476\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/10\/salesforce-ringcentral-integration-1024x657.png\" alt=\"salesforce ringcentral integration\" width=\"1024\" height=\"657\" \/><\/a><\/p>\n<h3><span style=\"font-weight: 400;\">Consideration: Help people imagine your product in their hands<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Now things are getting serious.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">During the consideration stage, leads really begin racking their brain to figure out whether they\u2019re going to make a purchase.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This might be a time where they start researching on their own how your product stacks up against competitors. Resources such as <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/the-best-video-conferencing\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">this blog post<\/span><\/a>, for example,<span style=\"font-weight: 400;\"> are helpful for not only positioning your product as #1, but also educating your leads. Additional resources like produce video demos are useful here, too:<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-44477\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/10\/zendesk-demo-example.png\" alt=\"zendesk demo example\" width=\"907\" height=\"856\" \/><\/p>\n<p><span style=\"font-weight: 400;\">Leads in the consideration stage are also likely to reach out to you for additional information or clarification about your product. This is yet again where your <\/span><a href=\"https:\/\/www.ringcentral.com\/contact-center\/products\/omnichannel.html\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">communications suite<\/span><\/a><span style=\"font-weight: 400;\"> comes into play. For example, you need to be able to respond to leads regardless of whether they\u2019re reaching out via phone, email, or live chat:<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-44478\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/10\/live-chat-example.png\" alt=\"live chat example\" width=\"340\" height=\"628\" \/><\/p>\n<h3><span style=\"font-weight: 400;\">Action: Guide people toward actions that result in a purchase<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">At the action stage, you\u2019re looking for one final push that\u2019ll guide someone to make the decision to sign on the dotted line.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This includes one-on-one calls and personalized demos. Once people have gotten to this point, they\u2019re clearly committed to making a choice. Anything you can do to make a meaningful impact on your leads during this stage is a plus.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This means sharing presentations, resources, and putting your face to your company\u2019s name via video. Tools like RingCentral\u2019s video conferencing platform give you everything you need to virtually demonstrate how your product works\u2014and ultimately win prospects over. Need to go from a phone call to a <a class=\"waffle-rich-text-link\" href=\"https:\/\/www.ringcentral.com\/video-call.html\">video call<\/a> so you can share your screen with your prospect? You can do that too!<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-43036\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/08\/541703413-Call-to-Video-Blog-Post-Images_mobile.gif\" alt=\"flipping a call between devices\" width=\"375\" height=\"812\" \/><\/p>\n<hr \/>\n<p class=\"p1\"><span class=\"s1\">\ud83d\udd79\ufe0f<\/span> Get a hands-on look at how RingCentral works by booking a product tour:<\/p>\n<p class=\"p1\"><button data-href=\"#leadform-popup\" class=\"js-open-popup-activator btn primary\" >Choose a time<\/button><\/p>\n<hr \/>\n<h3><span style=\"font-weight: 400;\">Purchase: Convert customers and turning them into long-term advocates<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Lastly, there\u2019s the purchase.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This is the end-stage of your sales funnel, but not necessarily where the customer\u2019s journey ends.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You\u2019ve probably heard that it costs way more to acquire a new customer than it does to <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/customer-retention-rate\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">retain the ones you already have<\/span><\/a><span style=\"font-weight: 400;\">. Check-ins, product recommendations, and review requests are all great ways to ensure that your customers are indeed satisfied and stick around long term:<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-44479\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/10\/review-request-example.png\" alt=\"review request example\" width=\"676\" height=\"695\" \/><\/p>\n<h2><span style=\"font-weight: 400;\"><a id=\"opt\"><\/a><br \/>\nWhat are some ways to optimize your sales funnel?<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">To wrap things up, we\u2019ll briefly discuss some ideas to improve your sales funnel strategy and close more deals.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Explore new ways to generate leads<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">No surprises here. The sales process begins at the top of the funnel, meaning that you should always consider new ways to bring people into it.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Doing so starts by expanding the channels that are already working. For example, let\u2019s say you get the majority of your leads from an eBook or white paper. As a result, it might make sense to focus on creating similar education resources <\/span><i><span style=\"font-weight: 400;\">or<\/span><\/i><span style=\"font-weight: 400;\"> a different type of resource (think: a webinar or video) that covers the same topic.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Pay close attention to your performance and metrics<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Fine-tuning your funnel to avoid leaks means paying close attention to your data.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you have a CRM and log your interactions with leads, figuring out where your leaks are is pretty straightforward.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, Pipedrive has built-in dashboards that highlight which stage leads were won and lost in your funnel. They also have a \u201creasons lost\u201d data point you can track to put those lost leads into context (think: too expensive, decided to go with a competitor, etc):<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-large wp-image-44480\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/10\/pipedrive-lost-reasons-reports-1024x475.png\" alt=\"pipedrive lost reasons reports\" width=\"1024\" height=\"475\" \/><\/p>\n<p><span style=\"font-weight: 400;\">Beyond obvious leaks, another way to optimize your funnel is by speeding up your sales process. If it takes a month on average to close a deal, start exploring ways to increase your speed to lead. This again brings up the importance of a communications platform like RingCentral, which puts you in touch with your prospects with no lag time.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Regularly communicate your findings across departments<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Again, the activities that drive people through your funnel don\u2019t happen in a vacuum. From where leads are lost to top-performing marketing contact, regular discussions among your marketing and sales team should be a staple of your funnel strategy.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And not to sound like a broken record, but RingCentral can help there, too. With a communications suite that includes collaboration and file-sharing features, you can quickly work together with anyone and everyone in your organization at a moment\u2019s notice.<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">What does your business\u2019s sales funnel look like?<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">If you want a more streamlined approach to sales, structuring your sales funnel should be a top priority.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Simply understanding the differences between funnel stages and how to appeal to prospects at each level ensures that your sales process makes sense.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Either way, consider how <\/span><a href=\"https:\/\/www.ringcentral.com\/\"><span style=\"font-weight: 400;\">RingCentral<\/span><\/a><span style=\"font-weight: 400;\"> speeds up your business\u2019s communication whether you\u2019re selling to customers or talking to your own team.<\/span><\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<hr \/>\n<p><sup>1<\/sup><span style=\"font-weight: 400;\">blog.zoominfo.com\/sales-and-marketing-alignment-statistics<\/span><\/p>\n<p><sup>2<\/sup><span style=\"font-weight: 400;\">pipedrive.com\/en\/blog\/state-of-sales<\/span><\/p>\n<p><sup>3<\/sup><span style=\"font-weight: 400;\">blog.hubspot.com\/sales\/the-ultimate-guide-to-prospecting-how-many-touchpoints-when-and-what-type<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Spoiler alert: sales isn\u2019t just something you can \u201cfreestyle.\u201d You need structure. You need some sort of process. The problem? Sales teams today are drowning in daily tasks and to-do lists. From follow-ups and demos to cold outreach and beyond, it can be difficult to keep all your prospect and customer relationships in order. Perhaps &#8230;<\/p>\n","protected":false},"author":29,"featured_media":43791,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[17901,43336],"tags":[380],"class_list":["post-44471","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-leadership","category-sales","tag-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.3 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Sales funnels: the key to speeding up your customer journey? | RingCentral Blog<\/title>\n<meta name=\"description\" content=\"With a sales funnel, your business speeds up the process of turning prospects into satisfied customers. 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