The concept of a Sales Funnel is a visual metaphor representing the stages in a sales process.  It is wide at the top to allow for a large number of potential opportunities.  It narrows as it moves to the bottom because opportunities drop away at each stage of a sales process.

At the top of the funnel there are unqualified prospects.  These are the many suspects who might need the product or service, At the bottom of the funnel, multiple sales steps later, are the people ready to purchase and receive delivery of the product or service.

A predictable sales funnel is something every company needs to make effective business decisions. Unfortunately, predictability proves to be extremely elusive and hard to achieve. What sales people say they’re going to close, and what they actually close is sometimes a pleasant surprise or it can result in an uncomfortable discussion.

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