The sales funnel is a business term that has been around years. For many, it’s a way to help understand where a prospect is on their journey to becoming a customer. Are they new prospects? (top of funnel) Have they been there for a bit and are engaging with the company? (middle of funnel) Or are they ready to buy and talking with sales? (bottom of funnel)
The only problem with that last part is that this is where a lot of people stop when looking at the sales funnel. They simply use it to gauge where a prospect is, but don’t then use that information to steer their marketing strategies and efforts for those in each stage of the funnel.