SaaS Sales 101: Understanding Your Sales Funnel and How To Tune It 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 downstream 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 afterward 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...