Butterfly sales funnel: why b2b companies need to know about it
Posted: Tue Dec 24, 2024 9:26 am
The change in the profile of B2B customers has led to a transformation in business dynamics and, consequently, triggered the emergence of the new B2B sales funnel . As a result, the current market reality requires companies to truly place the customer at the center of operations.
In this scenario, strategic marketing has been an important tool for consolidating efforts to attract , nurture and retain consumers.
This is because the demands of this new consumer environment require personalized, humanized service that meets the needs of each customer. And it is precisely at this stage that the famous marketing sales funnel comes into play, with the aim of directing organizations' actions in the right way and at the ideal time.
Follow along to understand the role of the sales funnel band database how it is being shaped by the movements of the modern market!
What is the sales funnel?
Before we talk about the new sales funnel, it is essential to provide some context about this strategy. It basically helps to identify the best business opportunities and maximize marketing and sales actions.
Considering the entire corporate environment, its commercial objectives, target audience and the entire purchasing process, the funnel consists of four stages: attraction, conversion, engagement and completion of the sale.
The current B2B scenario
The sales funnel was developed to guide customers through the stages of awareness, from consideration to purchase. There are several types of funnels: marketing, conversion, sales, among others.
All of them have the customer as their main asset, as they are the center of each and every action. In the B2B segment , these relationships are even more complex, since the relationship is established between companies. Therefore, the stages of attraction and engagement need to be strategic and well-defined.
The important thing is that all areas of the business are aligned, so that efforts remain focused on the target audience. In this way, trust between the parties is built in each interaction, including after-sales.
The butterfly sales funnel and its importance for the B2B segment
Now that you know all the dynamics involved in sales funneling, it's time to learn about the new conversion model, called the butterfly, bow tie or hourglass sales funnel.
As shown, the marketing and sales sectors work together to ensure the success of a business, and this pattern presupposes, precisely, that this marketing tool helps to visualize the potential customer's path to the completion of the B2B sale .
In this model, the left side of the funnel characterizes the conquest, in which the areas work together to attract, educate and engage the target audience. This sector is divided into the awareness, education and action selection phases.
The middle of the funnel considers customers who are very interested but have not yet completed the purchase, triggering marketing and pre-sales techniques. The right side, on the other hand, is made up of buyers who are already delighted or loyal – in this, the stages are divided into onboarding , impact of goals achieved and expansion.
In theory, this is the concept of the butterfly sales funnel, but in practice, it is essential to have a specialized marketing agency to, in fact, achieve a sustainable sales pattern in the B2B segment.
In this scenario, strategic marketing has been an important tool for consolidating efforts to attract , nurture and retain consumers.
This is because the demands of this new consumer environment require personalized, humanized service that meets the needs of each customer. And it is precisely at this stage that the famous marketing sales funnel comes into play, with the aim of directing organizations' actions in the right way and at the ideal time.
Follow along to understand the role of the sales funnel band database how it is being shaped by the movements of the modern market!
What is the sales funnel?
Before we talk about the new sales funnel, it is essential to provide some context about this strategy. It basically helps to identify the best business opportunities and maximize marketing and sales actions.
Considering the entire corporate environment, its commercial objectives, target audience and the entire purchasing process, the funnel consists of four stages: attraction, conversion, engagement and completion of the sale.
The current B2B scenario
The sales funnel was developed to guide customers through the stages of awareness, from consideration to purchase. There are several types of funnels: marketing, conversion, sales, among others.
All of them have the customer as their main asset, as they are the center of each and every action. In the B2B segment , these relationships are even more complex, since the relationship is established between companies. Therefore, the stages of attraction and engagement need to be strategic and well-defined.
The important thing is that all areas of the business are aligned, so that efforts remain focused on the target audience. In this way, trust between the parties is built in each interaction, including after-sales.
The butterfly sales funnel and its importance for the B2B segment
Now that you know all the dynamics involved in sales funneling, it's time to learn about the new conversion model, called the butterfly, bow tie or hourglass sales funnel.
As shown, the marketing and sales sectors work together to ensure the success of a business, and this pattern presupposes, precisely, that this marketing tool helps to visualize the potential customer's path to the completion of the B2B sale .
In this model, the left side of the funnel characterizes the conquest, in which the areas work together to attract, educate and engage the target audience. This sector is divided into the awareness, education and action selection phases.
The middle of the funnel considers customers who are very interested but have not yet completed the purchase, triggering marketing and pre-sales techniques. The right side, on the other hand, is made up of buyers who are already delighted or loyal – in this, the stages are divided into onboarding , impact of goals achieved and expansion.
In theory, this is the concept of the butterfly sales funnel, but in practice, it is essential to have a specialized marketing agency to, in fact, achieve a sustainable sales pattern in the B2B segment.