Overview of the B2B Software Sales Funnel

STAGE 1: IDENTIFY

These are targeting, research, and planning activities.

Like a championship sports team, you increase win rates by preparing to win before you ever step onto the field. If you don't prepare the RIGHT way, then you don't get to play in the big games.

STAGE 1 courses teach you to identify the customers you can win BEFORE you invest your time and money. You create Sales & Marketing plans that target the right customers, stake out a superior competitive position, and establish your unassailable value proposition.

When you master STAGE 1, you dominate your field.


STAGE 2: ENGAGE

These are demand generation, marketing, and prospecting activities.

You increase quality leads by correctly engaging your prospects on their BUYER'S JOURNEY. When you fail to show the way, prospects wander off the path (and buy something else).

STAGE 2 courses teach you to READY more prospects for the sale, PRIME your sales pipeline, and SIDESTEP the least likely to buy. You lead Campaigns that grab the attention of your prospects, nurture their interest in your solution, and develop them into prospective buyers.

When you master STAGE 2, you create ready buyers.



STAGE 3: ACQUIRE 

These are selling, qualifying, and closing activities.

You increase deal sizes by skillfully collaborating with prospects to develop opportunities. If you fail to provide the context for value, you DISCOUNT away your profit.

STAGE 3 courses teach you to PROMOTE larger deals and ENCOURAGE customers to buy from you (and no one else). You execute your Sales Process to lead prospects through consultative discovery, develop qualified buyers, demonstrate exclusive value, and close profitable business.

When you master STAGE 3, you build the biggest deals.


STAGE 4: GROW

These are upselling, renewal, and expansion activities.

You decrease sales cycles by PROACTIVELY turning customer support into a roadmap for success. When you don't, you will fail to defend the account (and maybe lose it, too).

STAGE 4 courses teach you to LEVERAGE a single success into multiple, recurring REVENUE STREAMS. You lead customers through the Business Roadmap that drives upsell timing, secures renewals, and develops powerful customer references.

When you master STAGE 4, you establish lifetime customers.