After spending years as a technical consultant helping Fortune 500 companies design, build and run high performing and scale-able systems, I found that tuning a sales funnel is very similar to tuning an IT system. It all starts with visualizing the funnel starting from the top; where customers/requests are coming in, and working your way down stream all the way to the bottom (System of records aka DBs in technology and Sales in business). In my previous job, I helped take SaaS products from 0 to $1M in less than 3 quarters, and then many millions afterwards using the same techniques I successfully used doing performance tuning for IT systems. Welcome to lesson number 1, and the most important one; what is a sales funnel and how to tune it. What is a sales funnel? A Sales funnel is a representation of the customer journey from discovering your service to making a purchase. This journey can be visualized in the form of a funnel divided into Top of the funnel (TOFL) ,
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