Business Strategy for Space & Defense Firms and Agencies


Hi and thanks for coming on over. Let’s look at the Upside-Down Broken Funnel.


All funnels need three things:

1 > a Lead Generation system

2 > a Qualification system

3 > a Closing system.

Many “funnels” I see are missing the Qualification system. They go straight from lead generation to attempted conversion. This results in poor performance.

If one or more of these steps is missing, you’ll have a broken funnel. And worse, you won’t have the measuring tools you need to figure out what’s wrong, where it’s wrong, and fix it.

See you tomorrow for another Broken Funnel example.

If you’re not sure if your funnel has the problem of being Upside-Down, or want my help with improving your conversions now, go here.

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