Most sales funnels lack dimensionality

To be clear, I’m talking about the automated sales funnels mostly, though it still applies to more traditional methods as well. Here’s how most companies qualify a lead:

  1. Do they have a problem that our product solves?
  2. Do they have money to buy it?

Now, consider a software company. Who do you think is more likely to buy software to solve their problem, a guy who asked the receptionist to print out the white paper on it, or the guy who heard about the software on a podcast?

They may both have a problem, and both have money, but one is currently leveraging technology in all aspects of their life and one isn’t. Capturing these sorts of nuances in your sales funnel is important.