SALES FUNNEL VS. Marketing Funnel: Understand the differences to set sharp strategies.

Marketing team with the sales team Talk to each other? Classic problems that may not make your business go to the dream side.

Have you ever felt like this? The marketing team is enormous advertising budget for "Lead" or "List of interested parties" to the Division as much as the mountains. But when forwarded to the sales team ... instead heard the reflection back, "Lead doesn't have quality at all." Once asked, it was pointing back, "Well, Lead, it doesn't work!"

The situation is like a "different boat". This does not happen to your company in one place. It is a broken world problem that occurs in organizations around the world. One important reason is that both teams (And sometimes ... even executives) still do not understand the differences and true connections between "Sales Funnel" and "Marketing Funnel" , making the work not harmonized. And finally did not reach the target

[Image Prompt: Infographic style paintings show the marketing team (left side) and sales team (right side) are rowing in different directions in different directions. With a line divided in the middle Represents misunderstandings]

Why "Marketing Funnel" and "Sales Funnel" aren't the same thing?

The main reason why the marketing team and sales team are not consistent. Meaning that the Marketing Funnel and Sales funnel are the same Or use these two words alternately until confusing Despite the truth Both have "goals" and "processes" that are completely different. But had to work "Continuous" indivisible

To clearly see the image Imagine like this:

• Marketing Funnel (Marketing cone): Is "Two" or "large mesh". Its duty is to "shout". Tell the wide people to know our brand. Create a lot of interest and attract "stranger" to become a "interested person" or "that the customer" the main goal is to create Awareness and keep the Lead as much as possible.
• SALES FUNNEL (sales cone): is "screening door" or "the process of changing status". When Marketing Funnel passed on "interested parties", Sales Funnel's duty is to "screen". People who "are more likely to buy" and present the solution until the status changes from. "The customer" to become a "real customer" that finally paid us.

Simply put, Marketing Funnel acts as "pulling people in". As for SALES FUNNEL, acting "closing sales". The process of finding your customers is not perfect.

[Image Prompt: Simple diagram shows Marketing Funnel, a wide cone on the top and a narrow SALES FUNNEL. Continue from the bottom. With a short message directed "Marketing = Attract" and "SALES = Convert"]

If let these two teams continue to understand ... What will happen?

Letting the marketing team and the sales team work like "Each person does" without understanding the funnel of each other, like allowing the boat to leak without hole. The consequences were more serious than expected. And it is an important factor that holds the growth of your business:

• The marketing budget is empty: the advertising fee that is throwing down to create a Lead will be wasted immediately if those Lead are not of quality and the sales team cannot close the sale. It turns out that you pay to attract people who are not coming in.
• Lost the opportunity to sell enormous: On the other hand, if the marketing team sent good quality Lead to But the sales team does not have a good enough SALES FUNNEL process to follow up or present. Equivalent to letting customers ready to buy out to find competitors
• The team runs out of fire and conflicts: the marketing team will feel that no one works. While the sales team will feel the pressure and tired to talk to those who do not care. Makes the working atmosphere worse And punished each other back and forth
• I don't understand the true Customer Journey: when the two teams do not talk. You will never see the overall picture of Customer route (User Journey Mapping) from the beginning to the end Making it impossible to improve customer experience

In the end, all of these results will lead to the most scary thing, that is, "stopped business". Because the most important machine "Finding customers" and "Building" work is stuck.

[Image Prompt: A picture of a water tank with multiple leaks, writing the sign "Business Growth" with water (instead of silver and opportunity) flowing out of the hole "Wasteed Ad spend", "Lost Sales", "Team Conflict"]

How to solve the problem: connecting the Marketing Funnel and SALES FUNNEL to be one.

The solution of this problem is to "build a bridge" between Marketing Funnel and Sales funnel into seamless processes. In which both teams must understand their roles and clear delivery points Let's see the overview of each funnel first.

Marketing Funnel, generally divided into 3 main parts (Tofu/Mofu/Bofu):

• Top of the funnel (Tofu) - Awareness: Attracting people who don't know us. With a wide range of knowledge, such as blog articles, infographic, short video to create identity. For example, creating content Hub that provides knowledge in the B2B industry.
• Middle of the Funnel (Mofu) - Consideration: For those who are interested in us We will provide deeper information to build relationships and reliability such as e-books, case studies, webinars in exchange for contact information (Lead).
• Bottom of the Funnel (BOFU) - Conversion: For those who are ready to decide We will submit a difficult proposal, such as free trial registration, quotation, or products with promotions.

When passing the boofu, that person will become a "Lead" that is ready to pass ... This is the point where the "bridge" will start working.

SALES FUNNEL is the process after receiving Lead:

• Lead Qualification (MQL/SQL): The sales team must screen whether the Lead is quality or not (Marketing Qualified Lead -MQL) and is ready to talk to a series?
• Meeting/Presentation: Meeting or presenting products/services To understand the problem and show how we can help solve
• Proposal/Negotiation: Send quotation and negotiate various conditions.
• Closing The Deal: Close the sale and change the Lead to be a customer!

The point that must be focused is "The definition of the MQL and SQL together." The marketing team and the sales team must sit and talk clearly and what kind of Lead is called quality "and ready to allow sales to contact. This is the heart of creating a seamless process. Read more about the concept of Marketing Funnel from Hubspot and Sales funnel from Clickfunnels to understand more deeply.

[Image PROMPT: Infiguer shows Marketing Funnel (Awareness> Conversion and SALES FUNNEL (Qualification> Proposal> Close) with a large arrow pointing from "Conversion" and has a "The Hand-EFTION" sign. MQL -> SQL "]

Examples from the real thing: when SAAS company connects two funnel

In order to be clearer Take a look at the example of the company SAAS (Software-AS-A-Service) that has experienced this problem.

Problems encountered: The marketing team throws money on LinkedIn to promote e-book and collect hundreds of Lead per month. But when sent to the sales team The meeting rate is very successful. Sales complained that most E-Book people were just students or people who had no decisions. Resulting in wasting time by calling

How to solve the problem: the management calls both teams to work together and determine the definition of "Sales Qualified Lead (SQL)" that must be re-consisting of 2 conditions : 1 ) .

The result:

• The marketing team has adjusted the new campaign. By changing the target from the E-Book promotion to promote the case study and specifically Target Audience to the Manager level or more, although the number of Lead has decreased, but every Lead is "real"
• The sales team received only quality Lead, making the meeting calling a lot easier. Appointment Rate increased by 200% and they were able to focus on "selling" fully, without having to waste time screening themselves.
• When the sale is closed They are also extended with the excellent SAAS Customer Onboarding , making customers love and stay with them for a long time.

Just creating a "bridge" called "SQL Definition" can turn the situation from the front of the hand. Causing the whole company to grow in leaps

[Image Prompt: Easy before/After: 'Before' is a picture of a multi -throwing paper market (Lead) across the wall to make the `` After 'be a picture of the marketing boxer to deliver the golden box (SQL) to the smiles that are happy to accept.

Want to start following immediately? Checklist 3 simple steps for you.

Read here You probably want to start to improve your own process, right? You don't have to wait! Try to follow the checklist 3 simple steps:

1. Step 1: Arrange the workshop "to hold the knee to talk" (Alignment Meeting): Invite the marketing team leader and sales team. (Or the whole team, if possible) come to sit in the same room The goal is not to find the wrong person. But is the answer to one important question: "What is our ideal customer (Ideal Customer Profile)?" Talk about their behavior and needs. Understanding this will help create content at each step of the funnel. Like using the Aida model to write copy
2. Step 2: Create "Define MQL & SQL": From the first information Let the two teams help each other determine the "rules" or "criteria" that is clear to pass on Lead, which must have the qualifications to be called "Marketing Qualified Lead (MQL)" (ready to continue to take care of) and must have more qualifications. To upgrade to "SALES Qualified Lead (SQL)" (ready for the cells to wade through) to write it out Clear and make everyone in the team know the same
3. Step 3: Using technology and measurement (IMPLEMENT & Track): Apply the criteria set in CRM (Customer Relationship Management) or Marketing Automation that you have to automatically screen and pass on. After that, follow important numbers such as Conversion Rate from MQL to SQL and Close Rate to bring information to improve various criteria. To be more sharp

Just starting from 3 steps, you will definitely see the work changes in the work of both teams.

[Image Prompt: 3 -step Infiguer CHECKLIST with easy -to -understand icons: 1. Two groups of people sit and talk. 2. Bridge icon that connects both sides 3.

Questions that people tend to wonder (FAQ)

Question: A small business that has the only one to do both marketing and sales. Need to separate these two funnel?
Answer: Very necessary! Even if you do everything alone, funnel will help you prioritize the work more clearly, such as "Today I will wear marketers hats. Making content to create Awareness "and" In the afternoon, I will wear a salesman to follow the registered Lead, requesting a demo yesterday. "It helps you not get lost and do everything more systematic.

Question: between Marketing Funnel and Sales Funnel. What is more important?
Answer: It's like a question that "The front wheel and the rear wheel of the car What is more important? "The answer is important, both of them and can't live without. Marketing funnel is good, but there are no Sales Funnel. There are many people who are interested, but no one bought. As for the sharp Sales funnel, but there is no marketing funnel, it is like the best sales, but sitting on the uncle because there is no customer.

Question: How can we measure the success of each funnel?
Answer: Metrics (Metrics) are different. Marketing Funnel will focus on quantitative numbers and access, such as Website Traffic, Social Media Engagement, Cost Per Lead (CPL). The SALES FUNNEL is focused on quality and effective numbers such as CONVERSION RATE (MQL), SQL), Length, Customer Lifetime Value (CLV). It is important to see the overall picture of the Marketing Funnel's function benefits the numbers of Sales funnel or not.

[Image Prompt: Large question mark icon Surrounded by a small icon About the marketing and sales business]

Summary: Stop rowing each boat. Then turned to create growth together

At this point, I believe that everyone will clearly see that Marketing Funnel and Sales funnel are not enemies that compete for goodness, but they are "teammates" who have to work together perfectly for the same goal, that is "business growth".

Marketing Funnel is a great door opening. Responsible for attracting many people to be interested in what you do, while Sales funnel is a warm and sharp welcome. Responsible for changing the visitors into part of our customers' family when "the door opening" and "welcome" work together with "Delivery rules" are clear. Your customer finding process will be strong and effective like never before.

Don't let your team work in different ways. It's time to make an appointment. "Holding the knees to talk" to build a bridge between the two teams And bring the whole organization to soar together!

If you need an expert to help analyze the strategy and create a seamless Funnel system to change the visitors into full efficiency, try to see Conversion Rate Optimization (CR) consulting service . We are ready to be a partner to help your business grow to the next level.

[Image Prompt: Powerful drawings Show the marketing team and the sales team together tightly. And look at the same target, which is a higher sales graph With confident smile]

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