--- title: Learn to Unclog Your Sales Funnel description: Discover how to design and use a sales funnel coupled with your marketing funnel using these key proven best practice techniques image: https://www.sapbwconsulting.com/hs-fs/hub/118735/file-2272800627.png --- ![Sales Funnel](https://www.sapbwconsulting.com/hs-fs/hub/118735/file-2272800627.png) # Learn to Unclog Your Sales Funnel Table of Contents ## Problems with the Sales Pipeline   Does your company frequently suffer from clogged [sales funnel syndrome (CSFS)](https://www.sapbwconsulting.com/inbound-marketing/unifying-your-sales-and-marketing-efforts) – congratulations, you at least have a [sales funnel](https://www.sapbwconsulting.com/blog/inbound-marketing/how-to-calculate-sales-funnel-quality-calculator) defined!   ## Make Your Sales and Marketing Efforts Effective by Design   Discover how to [design and use](https://www.sapbwconsulting.com/blog/inbound-marketing/10-ways-internet-marketing-reveals-inventory-problems) a [sales funnel](https://www.sapbwconsulting.com/blog/inbound-marketing/22-critical-lessons-learned-for-conducting-pre-sales-demos) coupled with your [marketing funnel](https://www.sapbwconsulting.com/blog/inbound-marketing/4-ways-to-bring-digital-innovation-to-your-company) using these key proven [best practice techniques](https://www.sapbwconsulting.com/blog/how-to-use-a-project-charter-to-start-a-project).  It's the key to filling your [Sales Pipeline](https://www.sapbwconsulting.com/blog/inbound-marketing/attract-convert-close-delight-inbound-marketing-strategy) with [potential customers](https://www.sapbwconsulting.com/blog/five-forces-model).  It's also how you ensure that each of your [Sales Funnel Stages](https://www.sapbwconsulting.com/blog/inbound-marketing/11-super-secret-service-level-agreement-techniques) are, in fact, real and form part of an effective [sales funnel](https://www.sapbwconsulting.com/blog/inbound-marketing/the-ultimate-guide-to-sales-funnel-design-and-optimization). ## [Integrated](https://www.sapbwconsulting.com/hubspot-integrations-sales-sap-chat) Sales and Marketing Funnel For many companies, even very large companies, a fully defined and functioning [sales funnel](https://www.sapbwconsulting.com/hubspot-crm-implementation-sales-enablement) remains elusive, yet is a critical element in successfully implementing an [Inbound Marketing and Sales system](https://www.sapbwconsulting.com/hubspot-crm-implementation-sales-enablement), especially those wishing to [implement a new sales paradigm](https://www.sapbwconsulting.com/blog/inbound-marketing/10-hubspot-crm-inbound-sales-best-practices) based on [integrated sales and marketing platforms](https://www.sapbwconsulting.com/blog/inbound-marketing/inbound-marketing-vs.-outbound-marketing-the-definitive-guide), such as the [Hubspot Marketing and Sales platform](https://www.sapbwconsulting.com/blog/inbound-marketing/how-can-hubspots-growth-suite-actually-help-you).   ![Inbound Sales Funnel](https://www.sapbwconsulting.com/hs-fs/hub/118735/file-2272800627.png "Inbound Sales Funnel") **A Fully [Integrated Marketing and Sales](https://www.sapbwconsulting.com/blog/inbound-marketing/42-essential-hubspot-integrations-b2b-marketers-need-to-start-using) Funnel**    ## Why is a Sales Funnel Important?   Why should you worry about the [sales funnel?](https://www.sapbwconsulting.com/sales-funnel-inbound-marketing-and-sales-assessment-calculator)   Primarily, but not exclusively, it is because it is tough out there.  Paying customers are ever harder to come by.  Prospective customers are [ever more](https://www.sapbwconsulting.com/understanding-sap-bw-in-5-minutes) demanding.  It also means the customer journey is both more convoluted, likely to take longer and must be more persuasive.   ## Just How Tough Is It?     Well, if you are familiar with the idea of [the velocity](https://www.sapbwconsulting.com/blog/inbound-marketing/10-shortcuts-to-mastering-multi-channel-marketing) of [money](https://www.sapbwconsulting.com/fully-loaded-cost-calculator), you will have noticed that the velocity rate has fallen to lows not seen in decades, which means you have to not just be better than your [competition](https://www.sapbwconsulting.com/blog/inbound-marketing/the-best-inbound-sales-methodology-sell-the-way-prospects-buy), you have to give your customers [a good reason](https://www.sapbwconsulting.com/blog/inbound-marketing/how-i-learned-to-sell-like-a-lion-king) to do something right now, never an easy task, but more so now. ![Velocity of Money](https://www.sapbwconsulting.com/hs-fs/hub/118735/file-2272800642.png?width=666&name=file-2272800642.png "Velocity of Money")   ## Which Types of Marketing and Sales Funnels Does This Advice Apply To? Though you can apply these techniques to many different funnel models, these apply particularly to: - [Hubspot Conversion Funnels](https://www.sapbwconsulting.com/hubspot-consultant) - Outbound [Sales](https://www.sapbwconsulting.com/blog/inbound-marketing/are-you-ready-to-think-grow-rich-mindmap) Funnels - Tracking [CRM](https://www.sapbwconsulting.com/blog/inbound-marketing/11-ways-to-use-hubspot-crm-as-a-sales-force-multiplier) - [Consulting Sales Funnels](https://www.sapbwconsulting.com/how-to-combine-hubspots-prospects-tool-with-a-linkedin-sales-strategy) - Inbound [Sales Funnels](https://www.sapbwconsulting.com/blog/inbound-marketing/13-lessons-learned-using-hubspots-workflow-lead-management-system) - [Retail Funnels](https://www.sapbwconsulting.com/blog/inbound-marketing/does-pci-dss-compliance-affect-you) - [High Priced Consulting Funnels](https://www.sapbwconsulting.com/consulting-rate-calculator-whats-your-rate) - [Complex Systems Funnels](https://www.sapbwconsulting.com/blog/8-value-based-questions-for-real-estate-management-software-solutions) Most of these [funnels](https://www.sapbwconsulting.com/blog/inbound-marketing/account-based-marketing-vs.-traditional-marketing-how-hubspot-helps) have many similarities while some have specific characteristics that you need to manage somewhat differently.   ## 10 Steps To Unclogging Your Sales Funnel   ### So how do you unclog your [sales funnel](https://www.sapbwconsulting.com/blog/inbound-marketing/3-marketing-routes-to-reach-your-crm-goals):   1. Develop a clearly defined [**value proposition**](https://www.sapbwconsulting.com/blog/understanding-the-difference-between-value-model-and-value-case).   This is far more difficult for [service providers](https://www.sapbwconsulting.com/blog/how-to-determine-your-fully-loaded-cost-rate) versus product providers, but it can be done.   One [key concept](https://www.sapbwconsulting.com/blog/inbound-marketing/can-you-compute-the-value-of-a-lead-calculator) here is that [value has to be as defined by the customer](https://www.sapbwconsulting.com/blog/inbound-marketing/12-sap-crm-content-management-system-requirements) and can be either financial or operational or both in nature.   Does your system [reduce cost](https://www.sapbwconsulting.com/blog/what-is-the-tco-of-that-shinny-new-system-youre-about-to-buy) or [increase revenue](https://www.sapbwconsulting.com/blog/roce-return-on-capital-employed-simply-explained)?   Specific numbers here are critical.   Perhaps your value is more ‘soft touch’, for instance, an [executive dashboard](https://www.sapbwconsulting.com/blog/10-xcelsius-2008-dashboard-best-practices) could be used to drive changes in behavior which ultimately leads to either the increase in sales or reduction in cost. 2. Learn who your [**customers really are**](https://www.sapbwconsulting.com/blog/inbound-marketing/beginners-guide-to-crm) and what **sort of problems** they are trying to solve, and whether those problems are addressable by your solution or service. 3. Develop a vast library of **Educational Sales Enablement [content](https://www.sapbwconsulting.com/learn-how-to-create-killer-marketing-content)** that supports the [sales process](https://www.sapbwconsulting.com/blog/inbound-marketing/how-to-get-your-sales-roar-on) from the top of the [Marketing Funnel](https://www.sapbwconsulting.com/blog/inbound-marketing/5-simple-ways-to-assess-your-market-segmentation) to the bottom of the [Sales Funnel](https://www.sapbwconsulting.com/blog/inbound-marketing/key-sales-funnel-metrics-are-you-tracking-what-truly-drives-success). 4. Determine how your customers both **prefer to buy** and are **technically capable of buying**. For instance, for many large companies, they may not be able to [pull out a credit](https://www.sapbwconsulting.com/blog/inbound-marketing/13-lessons-learned-using-hubspots-workflow-lead-management-system) card to buy in a touchless sales mode. Some may be [able to, but](https://www.sapbwconsulting.com/blog/inbound-marketing/learn-how-to-land-big-customers-using-multi-channel-marketing) in most cases, it will be very complicated for your customers within large clients to buy from you.   Even when they are large customers that actually sell that way.  This is why you will most likely use **Target Account Selling** and [**Account Based Sales**](https://www.sapbwconsulting.com/blog/inbound-marketing/account-based-marketing-vs.-traditional-marketing-how-hubspot-helps) for these larger, complex customers. 5. For [high touch sales](https://www.sapbwconsulting.com/inbound-marketing/learning-seo-from-the-experts), particularly field sales led sales processes; ensure you have equipped your sales team with readily **accessible sales enablement content** deliverable in a variety of means and formats. 6. If your sales process requires the services of [pre-sales engineers](https://www.sapbwconsulting.com/blog/inbound-marketing/22-critical-lessons-learned-for-conducting-pre-sales-demos) (or whoever you call the demo team), ensure that if they have to do ‘**[Discovery](https://www.sapbwconsulting.com/blog/how-to-leverage-sap-bw-in-a-multi-channel-marketing-campaign)’**, they are following a very precise process with agreed upon deliverables that actually support the sales process.   An excellent paradigm here is to stick within the “issues’, ‘implications’, ‘recommendations’ framework that tells the story.   This [takes practice by](https://www.sapbwconsulting.com/inbound-marketing/unifying-your-sales-and-marketing-efforts) skilled personnel and is exceptionally expensive compared to touchless sales. 7. Provide **different ways** to buy for different flavors of **buyer personas**.   For some buyers, perhaps they will have to **have a trial** before they can make a decision. For others, a trial may not be necessary, but a relationship will.  For [yet others](https://www.sapbwconsulting.com/blog/inbound-marketing/4-ingredients-for-a-successful-direct-marketing-mix-recipe), both a trial and a relationship will be absolutely essential. If you want to create a high-volume, yet multi-speed sales funnel, you will need to have defined a [**buyers journey**](https://www.sapbwconsulting.com/blog/inbound-marketing/13-proven-steps-to-optimize-inbound-marketing-forms-more-sales-leads) that responds to these [different types of buyers](https://www.sapbwconsulting.com/blog/inbound-marketing/free-online-sales-and-inbound-marketing-calculator-determine-website-traffic-and-sales-goals).   Remember: According to the 2012 Edelman Trust Barometer, 63% of consumers need to hear company claims **3-5x** before they’ll actually believe them. 8. **Friction**. For most applications, friction is a bad thing.   Other applications, like brakes, rely on friction to function.   It probably goes without saying that you need to reduce the friction throughout your entire **sales funnel**.    Sell services? Do you really need that Non-Disclosure Agreement (NDA) up front?   Can it be simplified, [eliminated, delayed](https://www.sapbwconsulting.com/blog/inbound-marketing/learn-7-key-approaches-to-developing-buyer-personas), or improved in any way to reduce friction? 9. **Automation**. If you have a sales process that is touchless, a la [Amazon](https://www.sapbwconsulting.com/amazon-consulting-amazon-ads-management-e-commerce), great.   For all other types of sales processes, you will need to have a highly [aligned, smoothly](https://www.sapbwconsulting.com/blog/inbound-marketing/3-powerful-techniques-for-increasing-your-inbound-sales) operating marketing and sales system to assist your customers in making their buying decision.   Any question you can find a way to anticipate and answer up front, do!   Sell subscription based services; can you accept payments in multiple forms, time periods, currencies?   Can you make price adjustments within the [subscription](https://www.sapbwconsulting.com/blog/inbound-marketing/10-ways-the-subscription-economy-is-like-changing-an-engine-inflight) management system specific to a particular customer requirement on the fly?  25% of marketers who adopt mature [lead management processes](https://www.sapbwconsulting.com/inbound-marketing-services/lead-nurturing) have sales teams that follow up on more than 75% of [marketing-generated leads](https://www.sapbwconsulting.com/lead-generation) 10. **Responsiveness.**  This is actually a subset of [Automation](https://www.sapbwconsulting.com/blog/inbound-marketing/unlocking-success-with-sap-marketing-automation). Besides being fast, consumers expect you to be able to offer them relevant, high-value content on the fly. That is why it is absolutely critical that when marketing develops a piece of content, all sales people are made aware of it, understand it, and most importantly, have a way to find and deliver it to the consumer in the appropriate [channel](https://www.sapbwconsulting.com/blog/inbound-marketing/can-you-compute-the-value-of-a-lead-calculator-1) preferred by the buyer, for example, using contextually aware and behavioral driven [Marketing Automation Emails](https://www.sapbwconsulting.com/blog/inbound-marketing/comprehensive-guide-to-lead-generation-consulting-services). Some call this [lead nurturing](https://www.sapbwconsulting.com/inbound-marketing-services/lead-nurturing). > [Nurtured Leads](https://www.sapbwconsulting.com/blog/inbound-marketing/59-b2b-lead-generation-ideas-to-steal-tips-to-drive-more-sales-leads) Make 47% Larger Purchases Than [Non-Nurtured Leads](https://www.sapbwconsulting.com/blog/inbound-marketing/the-ultimate-guide-to-developing-a-lead-nurturing-strategy)   There you have it, 10 proven techniques to unclog a sales funnel.    Define Your Sales Funnel Yet?   If you don’t have a fully defined sales funnel, we can help you define one. If you are thinking about or are already using the [Hubspot CRM system](https://www.sapbwconsulting.com/inbound-marketing-services/hubspot-crm-implementation-services), defining a [sales funnel](https://www.sapbwconsulting.com/blog/inbound-marketing/3-ways-to-implement-crm-marketing) fully enriched with relevant sales content is a breeze.    ## Hubspot Analytics   You and your team will love the Hubspot Sales Analytics Program, which allows your entire [Inbound Sales Team](https://www.sapbwconsulting.com/inbound-sales-hubspot-crm-implementation-sales-enablement) to be rock stars and have the ability to prove it.  Those larger commission checks do wonders for morale.   ## Hubspot CRM Sales Funnel Consulting SAP BW Consulting, Inc. is both a Hubspot Customer and Hubspot Certified Marketing and Sales Implementation Partner.  We help companies like yours set up both [lead generation](https://www.sapbwconsulting.com/blog/inbound-marketing/how-to-manage-leads-in-hubspot-a-step-by-step-guide) marketing machines and define and implement fully functioning Sales Funnels.     Our business [philosophy is simple](https://www.sapbwconsulting.com/blog/inbound-marketing/3-multi-platform-marketing-resolutions-to-kick-off-the-new-year).  Don't waste leads.  Turn them into highly profitable, referenceable customers.   Our team goes well beyond the ability to help you implement a Customer Relationship System (CRM).  We also provide full technical integration abilities with many Hubspot eco-system applications, and deep integration with SAP ERP systems, including SAP Business byDesign Customers.   ## Salesforce Integration Services Many of our Hubspot Customers are also [Salesforce](https://www.sapbwconsulting.com/salesforce-consultant) users.  Our service capability includes the ability to integrate Salesforce with Hubspot as well as [Salesforce](https://www.sapbwconsulting.com/salesforce-consultant) Consulting as well.  In addition, for many customers whose business model includes a subscription business model, we provide Zuora implementation services.  Zuora is the leading enterprise class subscription software on the market.  ## Every Customer Is Unique Each Hubspot CRM is unique, but by following proven [best practices](https://www.sapbwconsulting.com/total-cost-of-ownership-tco), we can quickly get you set up and going.     [![Help Me Implement Hubspot CRM!](https://no-cache.hubspot.com/cta/default/118735/72df693d-50b2-4444-8925-7e8260fb4575.png)](https://cta-redirect.hubspot.com/cta/redirect/118735/72df693d-50b2-4444-8925-7e8260fb4575)   **People who read this also read: ** - [Beginners Guide to CRM](https://www.sapbwconsulting.com/blog/sap-bw-consulting/beginners-guide-to-crm) - [3 Marketing Routes to Reach Your CRM Goals](https://www.sapbwconsulting.com/blog/inbound-marketing/3-Marketing-Routes-To-Reach-Your-CRM-Goals) - [12 SAP CRM Content Management System Requirements](https://www.sapbwconsulting.com/blog/12-sap-crm-content-management-system-requirements) - [3 Ways to Implement CRM Marketing](https://www.sapbwconsulting.com/blog/3-ways-to-implement-crm-marketing) - [7 Warning Signs Your CRM Customer Service Processes are Broken](https://www.sapbwconsulting.com/blog/7-warning-signs-your-crm-customer-service-processes-are-broken) - Get What Is [Inbound Sales](https://www.sapbwconsulting.com/inbound-marketing/unifying-your-sales-and-marketing-efforts) In A Unified Sales And Marketing System [Ebook] - 10 [Critical Chain](https://www.sapbwconsulting.com/blog/10-critical-chain-project-manager-tips) Project Manager Tips - Learn [What Tools](https://www.sapbwconsulting.com/blog/learn-what-tools-to-use-to-investigate-is-mill-functionality) To Use To Investigate IS-Mill Functionality   ## **About SAP BW Consulting, Inc.**   SAP BW Consulting, Inc. provides comprehensive SAP solutions, including SAP Business Intelligence (BI) and SAP Business Warehouse (BW) consulting, [SAP ABAP development](https://www.sapbwconsulting.com/blog/cots-vs-custom-development-decision-tree-analysis), and project management. Our services also include a [1099 Contractor Invoicing and Payment Management System](https://www.sapbwconsulting.com/blog/1099-contractor-payments), Salesforce consulting, and Balanced Scorecard consulting for strategic planning. As HubSpot Marketing and Sales Partners, we specialize in Google Ads, Facebook Ads, LinkedIn Ads, Account-Based Marketing, [Content Marketing](https://www.sapbwconsulting.com/blog/inbound-marketing/get-your-lead-generation-effectiveness-scorecard), and Ecommerce solutions, including Shopify.   Ready to optimize your operations and strategy? [Book a meeting with us](https://www.sapbwconsulting.com/request-sap-implementation-consulting-support-meeting-request).   Topics from this blog: [Sales Processes](https://www.sapbwconsulting.com/blog/inbound-marketing/topic/sales-processes) [CRM](https://www.sapbwconsulting.com/blog/inbound-marketing/topic/crm) [Hubspot CRM](https://www.sapbwconsulting.com/blog/inbound-marketing/topic/hubspot-crm) [Sales Funnel](https://www.sapbwconsulting.com/blog/inbound-marketing/topic/sales-funnel) ### Download SAP BW Mindmap Learn what SAP Business Warehouse is and what it does in under five minutes [![Get this Mindmap](https://no-cache.hubspot.com/cta/default/118735/8db2ad37-8211-47a3-86ae-09b6b2bb297b.png)](https://cta-redirect.hubspot.com/cta/redirect/118735/8db2ad37-8211-47a3-86ae-09b6b2bb297b) [mailto:someone@yoursite.com](mailto:someone@yoursite.com) ### Lonnie D. Ayers, PMP About the Author: Lonnie Ayers is a Hubspot Certified Inbound Marketing consultant, with additional certifications in Hubspot Content Optimization, Hubspot Contextual Marketing, and is a Hubspot Certified Partner. Specialized in demand generation and sales execution, especially in the SAP, Oracle and Microsoft Partner space, he has unique insight into the tough challenges Service Providers face with generating leads and closing sales using the latest digital tools. With 15 years of SAP Program Management experience, and dozens of complex sales engagements under his belt, he helps partners develop and communicate their unique sales proposition. Frequently sought as a public speaker in various events, he is available for both inhouse engagements and ** remote coaching. ** ![Balanced Scorecard Consultant](https://www.sapbwconsulting.com/hubfs/social-suggested-images/Balanced%20Scorecard%20Certified%20Graduate.jpg) He also recently released a book **"How to Dominate Any Market - Turbocharging Your Digital Marketing and Sales Results",** which is available on [ Amazon.](https://www.amazon.com/Dominate-Turbocharging-Digital-Marketing-Results/dp/1728357950/ref=sr_1_1?dchild=1&qid=1589182458&refinements=p_27%3ALonnie+D.+Ayers&s=books&sr=1-1&text=Lonnie+D.+Ayers)**** [View All Articles by Lonnie D. Ayers, PMP](https://www.sapbwconsulting.com/blog/inbound-marketing/author/lonnie-d-ayers-pmp) ## The SAP Blog Subscribe to our blog and receive SAP BW Updates, demand generation, inbound marketing, sales enablement, technology and revenue generation insights and ideas delivered right to your email. [mailto:someone@yoursite.com](mailto:someone@yoursite.com) ![SAP](https://googleads.g.doubleclick.net/pagead/viewthroughconversion/960101754/?value=0&guid=ON&script=0) ![](https://www.facebook.com/tr?id=199270410761059&ev=PageView&noscript=1) ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Lonnie D. 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