The Importance of a Sales Funnel for a Business

Participating Solution Provider

The Importance of a Sales Funnel for a Business

I just recently attended the Constant Contact National Solutions Provider Conference in Las Vegas, Nevada. It was an excellent conference with a wealth of information. I enjoyed seeing alumni's and meeting new faces globally. This conference was all about " Learn, Share, Inspire" from each other.  One of the key highlights for me was the importance of a sales funnel for a business of any industry and size. Building healthy business relationships and engaging with people generates inquires, qualified leads, opportunities, revenue. 


Let's review the funnel process. 



  •  Online-presence with the prospect calling on the phone or sending an email 
  •  A referral from a client/customer 
  •  Direct mail response 
  •  Received a response from a brochure or a flyer


Qualified Leads

  • Ask the prospects specific questions 
  • What is your current marketing budget?
  • How long has the organization been in business?
  • What are your goals?


  • Networking at Chamber events and Business Groups
  • Meet up organizations
  • Educational seminars
  • SCORE events
  • Local community events 


  • Monthly, quarterly yearly goals
  • Service layering
  • Partnerships 
  • Resale programs 

 The benefits of reviewing the sales funnel on a quarterly basis

  • Keeps focus on inquires 
  • Review the revenue to see where adjustments can be made on pricing for goods and services 
  • Nurturing qualified leads
  • Reviewing new business opportunities
  • Helps to project reasonable goals and obtain them for the internal and external sales team 

Cheryl Henchar
Authorized Local Expert Speaker 2015
Rookie of the Year Award 2014 Solutions Provider with Constant Contact
Certified Solutions Provider 2015
(203) 249-0487
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