Inverted Funnel Marketing

Marketers usually use the funnel as an analogy for customers moving through the sales process.

Inverted funnel marketing.

The atlanta marketing technology community has been buzzing lately with talk about the recent flipmyfunnel event hosted by terminus. How to optimize your sales and marketing funnel in 5 steps. The star tree powerpoint could be used to describe funnel filtering and lead generation concepts. The inverted funnel and value proposition derivatives.

In order to focus on the funnel itself i made the simplifying assumption that the company s new arr target was constant each quarter. However the typical marketing funnel is a flawed analogy because in reality gravity is working against you. Therefore it is an ideal slide set for sales and marketing topics. The traditional metaphor for sales is the funnel but today a better metaphor is the flywheel the actual flywheel was used by james watt over 200 years ago in his.

The initial stacked bar chart used for the funnel starts as an inverted funnel with visible spacer bars. In part i of this three part series i introduced the idea of an inverted funnel whereby marketing can derive a required demand generation budget using the sales target and historical conversion rates. 3 part funnel campaign creates 70 increase in inbound calls to sales reps. The stacked bar chart needs two sets of data to create an excel funnel chart.

The inverted funnel powerpoint diagram is an ideal presentation tool to demonstrate sales conversion data. The topmost phase displays desire outcome i e. All our revenue is invested in quality standards legal and business advocacy education certification and direct support to enable our members to thrive in an evolving. It is an interesting concept and got us thinking about how exactly the hyped up flipped funnel fits in with a traditional sales funnel.

The inverted funnel and value proposition derivatives the conversion sequence heuristic enables the marketers to achieve their task of driving people through the funnel. As the leading voice resource and network of the marketing research and data analytics community the insights association helps its members create competitive advantage. The layered pyramid diagram design of an inverted funnel could be used for a range of business and marketing presentations. The data under count e21 e27 on the right is the count of people at each stage in the funnel.

What many marketers don t realize though is that their customers are not falling into the funnel they are falling out. 3 questions to ask.