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6 stages of a B2B sales funnel

July 25, 2022

Have you come across the term “B2B sales funnel” and wondered what it means? 

First, let us define what is B2B. B2B simply means that a company is attempting to sell something to another company rather than an individual. It’s a business transaction or a sale that takes place between two companies. More information on successful B2B marketing strategy elements may be found here

A B2B sales funnel is an illustration of the process by which new business leads are generated and progress through several phases of their buyer’s journey until they make their ultimate choice, either by purchasing or exiting the funnel. The goal of a marketing or sales expert is to assess the needs, mindsets, and driving factors of prospects at every stage of the funnel, so that they may take steps to assist these leads in moving down the funnel.

In this article, we will walk you through the 6 key stages of a B2B sales funnel.

Stage 1:  Awareness

In the first stage of the funnel, your prospect is looking for information in order to find solutions to a specific problem. At this stage, there’s no guarantee your lead will seek a solution from your company. Understanding your prospect’s needs and pains will help you communicate with them at the top of the funnel and nurture them until they are ready to purchase.

Stage 2: Interest

The prospect is fully aware of their problem and the type of remedy they require at this stage. They search the market for solutions, locate different companies that offer different solutions, read reviews, and research their products. This is where you need to ensure that your product information is readily available on platforms where these prospects are likely to be at. 

Stage 3: Consideration

In the third stage, you’ve successfully captured the prospect’s attention. The decision-maker typically discusses the details of various solutions available in the market with other stakeholders in the company.

Stage 4: Intent 

The prospect comes to you with the intention of learning more about the products they’re interested in. This is where marketers may deliver their pitches and demonstrate demos to help consumers decide which product to buy. The trust you establish at this stage is critical to the lead progressing to the final stage.

Stage 5: Evaluation

The prospect is ready to make a purchase at this point. They will examine the cost and review the contract proposal in order to make a purchase.

Stage 6: Purchase

This is the point at which the sale is completed.

In summary
  • At the top of the funnel, the marketer’s job is to raise brand awareness through platforms such as social media, blog entries, and email marketing.
  • The middle of the funnel is where you should concentrate on building a relationship with your prospects. At this point, you can build trust by providing content and engagements such as webinars. You can also provide an explanation of how your company can assist them in solving their specific problems.
  • At the bottom of the funnel, demonstrations, free trials, limited-time incentives, and free cost estimates are given so that prospects can finalize the deal to their satisfaction.

We hope that this article has helped you better comprehend a B2B sales funnel, which will help you not only generate more sales but also identify opportunities to improve and optimize your sales process.

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