• August 1, 2021
Sales funnel

Sales funnel phases: what are they and how to manage? See everything here!.

Sales funnel phases are the steps a lead must go through to become a true customer. A good understanding of each one of them, the activities and those responsible at each stage is essential to have an increasing sales conversion rate within companies.

Managing the phases of a business’s sales funnel is a watershed for good and for bad.

As simple as a sales process may be, there are stages that must always be respected.

Your potential customer is on a journey that basically covers 3 key moments:

  • Apprenticeship;
  • Discovery;
  • Decision.

Good management of the sales funnel phases contributes and enables the lead, little by little, to advance and trust the company.

That’s our mission: to generate trust and deliver value to every contact your team has with leads.

How to do this?

Well, that’s what we’ll talk about from now on. About the phases of the funnel and how to optimize each one of them.

Good reading!

Back to basics: what is a sales funnel and what are the phases of the sales funnel?

A sales funnel, also known as a pipeline , is a strategic model that maps the customer journey .

And this happens from the lead’s first contact with the company to the actual closing of the deal.

It consists of a set of steps (or phases of the sales funnel) and has activities and triggers.

Their goal is to support this buying journey  within, of course, what makes sense for the persona of each business.

That’s why you can already understand the importance of each phase, right?

These are where your sales team will, little by little, lead the prospect on a more immersive journey.

It’s time to, with each contact, deliver the value that the potential customer needs to understand more and more about the solution and how it helps them in their pain and challenges.

Also, always be available to talk and clarify any doubts.

After all, you never know what stage of maturity your leads are in. Although, of course, companies always want to accompany him on the full journey.

What are the phases of the inside sales sales funnel?

Well, that answer will depend on how complex your company’s sales process is . But, of course, that would be a very vague and obvious statement.

A good pipeline needs to have some mandatory steps. And, as you notice how your team works, you can add stages or remove others.

The purpose of this article here, then, is to talk about the phases of the sales funnel considered to be “mandatory”.

From now on, we’ll talk about each one of them, giving some more details:

  • The activities involved;
  • The responsible professional;
  • Automations within Sales CRM.

Besides, of course, putting links with content that will help you create a really killer funnel for your team to work with.

Ah, important: we’ll share the phases of the sales funnel for the inside sales model , ok?

If you work with outside sales, this might not be the ideal pipeline to work with.

There are, therefore, 8 phases of the sales funnel. One of the steps, the first, is for the no-show in sales.

If a salesperson schedules a demo and the customer doesn’t show up, you need to drag the opportunity to that stage.

But only in these cases. Once the SDR qualifies the lead, this opportunity needs to go to step 2, ok?

That said, let’s go to the steps.

1 – No-show

What is this step?
When the customer did not attend the scheduled meeting. It is a step to reschedule the meeting.

Reschedule Customer Meeting Step Activities

Who is responsible for the step?
Seller responsible for the opportunity

Settings within CRM
Notice to pre-sales about the no-show that should reschedule the meeting;
Opportunity stagnation alert at this same stage (up to 7 days);

Automatic actions within the CRM
Automatic email sending to the SDR responsible for the opportunity;
Automatic activity creation for SDR to call the lead again.

Supporting content:

  • Pre-sales funnel (SDR) ready with all the steps for your company. Click and download for free .
  • Strategies for dealing with no-show in sales. Click and access .

2 – Scheduled meeting

What is this step?
This is the phase of the sales funnel where the meeting scheduled with the qualified lead by the SDR team takes place.

Activities of step
Creation of an activity (meeting with the customer);
Change the owner of the opportunity (the SDR leaves, the responsible seller enters);
If there is a no-show, that is, if the client does not attend the meeting, move to the previous step “No-show”;

Who is responsible for the step?
Seller responsible for the opportunity.

Settings within CRM
Opportunity stagnation alert at this same stage (up to 7 days).

Supporting content:

  • Open-ended questions to ask during a sales demo. Click and access .
  • Techniques to have a greater power of persuasion with customers. Click and access .

3 – Submission of proposal

What is this step?
After the meeting with the client, it is time for the seller to create and send the proposal with the products/services agreed upon at the meeting.

Step activities
Create the business proposal (use your CRM templates for this);
Send the proposal via email or WhatsApp;

Who is responsible for the step?
Seller responsible for the opportunity.

Settings within CRM
Opportunity stagnation alert at this same stage (up to 3 days).

Supporting content:

  • How to create a direct and efficient commercial proposal? Click and access .
  • The importance and how to process automation in sales. Click and access .

4 – Follow up

What is this step?
Contact with the client to verify if he understood the terms of the proposal and/or if he needs any item to be changed.

Step Activities
Record Contact Activities Made
If necessary, schedule contact for Trading.
If necessary, schedule a new demo and drag the opportunity to the “Scheduled Run” phase.

Who is responsible for the step?
Seller responsible for the opportunity.

Automatic Actions within CRM
Automatically fires email when opportunity is moved to this step.

Supporting content:

  • What it is and the benefits of following up in companies. Click and access .
  • Champion letter, the killer follow up: understand how to do it. Click and access .

5 – Negotiation

What is this step?
After performing the follow up, the customer is negotiating; it is time for the seller to wait for the acceptance of the proposal.

Step Activities
Record Contact Activity (Negotiation)
If necessary, submit updated proposal.
If necessary, after warning of the stagnation of the opportunity, return it to the “Follow up” phase;
If necessary, schedule a new demo and drag the opportunity to the “Scheduled Meeting” phase.

Who is responsible for the step?
Seller responsible for the opportunity.

Settings within CRM
Opportunity stagnation alert at this same stage (up to 7 days).

Automatic actions within the CRM
In case of “yes” from the customer, double the opportunity for the deployment team, customer success, etc.

Supporting content:

  • Strategies to get around customer sales objections. Click and access .
  • Sales techniques to convert more at every stage of the funnel. Click and access .

6 – Closing

What is this step?
Proposal accepted. The customer has signed the closing commitment. Time to create the contract to send to the customer.

Step Activities
Create Contract Based on Accepted Proposal;
Filling out the contract form within the CRM.

Who is responsible for the step?
Seller responsible for the opportunity

Automatic actions within CRM
Automation to fill in the form.

Supporting content:

  • Strategies and actions to accelerate the closing of sales in companies. Click and access .
  • Valuable sales tips to optimize all activities within the funnel. Click and access .

7 – Submission of the contract

What is this step?
Contract generated and sent to the customer as the opportunity is dragged into this phase of the sales funnel. The seller is waiting for the signature to send it to the company’s finance department.


Submit contract to customer step activities ;
Wait for signature;
Once signed, move opportunity to next stage;

Who is responsible for the step?
Seller responsible for the opportunity.

Settings within CRM
Opportunity stagnation alert at this same stage (up to 7 days).

Supporting content:

  • Benefits of electronic signature to accelerate sales across organizations. Click and access .
  • Sales stack: the toolset necessary for a good sales process. Click and access .

8 – Billet for the financial sector

What is this step?
The opportunity is dragged here when the seller receives the signed contract. Here, it’s time to send it to the financial sector to issue the charge.

Step Activities
Contact Customer;
Confirm billing email with the financial sector;
Send first payment slip;
After payment, win the opportunity.

Who is responsible for the step?
Seller responsible for the opportunity.

Automated actions within CRM
Duplicate the opportunity for the desired step within the implementation funnel, customer success, etc.
Send a new customer to the ERP integrated with your CRM.

Supporting content:

  • Benefits of having a CRM integrated with other tools within companies. Click and access .
  • Difference between CRM and ERP and why the two are fundamental in organizations. Click and access.

Did you see? As a complete pipeline, understanding and optimizing all phases of the sales funnel, your team delivers the value the customer needs.

Eliminate his objections, reinforce the importance of the product and service and how your customer’s challenges (only) can be overcome through them.

So, how can we help you?

If you have doubts about the phases of the sales funnel or want to better understand how to configure them within a CRM, feel free to: TALK TO A CONSULTANT .

Enjoy and read two articles that will help you convert more in each of the phases of the sales funnel.

The first one brings some strategies to optimize the pipeline steps in all companies.

The second talks about how to  increase sales  with the double between marketing and CRM in organizations.

Good sales!