"The sales funnel has been a well-entrenched image in sales folk's minds, ever since it was first developed in the late 19th Century by Elias St Elmo Lewis (great name, huh?).
The wide, catch-all top of the funnel - usually known as the 'awareness stage' gives way to the narrower 'consideration', 'engagement' phases, through to the bottom of the funnel where the customer makes a conversion.
In practice, this means an initial top-of-funnel broadcast would be sent far and wide in the hope of gaining the attention of a few consumers. Those would filter through the tunnel, becoming fewer and fewer until a handful make a purchase..."
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