How to Use a B2B Sales Funnel to Gain More Customers

B2B sales funnel | digital business blog

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There is a lot of competition in the business world. It’s difficult to make your company stand out from the pack.

But there are some things you can do to gain more customers and build your customer base, like using a B2B sales funnel.

The B2B sales funnel is a proven method of increasing revenue for businesses.

The sales funnel starts with acquiring leads, then converting those leads into prospects, and finally closing them as customers.

In this blog post, you’ll learn how to increase your customer acquisition by using the B2B Sales Funnel.

What is a B2B sales funnel? 

A B2B sales funnel is an online marketing strategy that helps businesses attract new clients through various stages of their buying process.

It starts by gathering information about potential customers and narrowing down the target audience before presenting them with offers they would be interested in at each stage of the lead generation process.

This not only makes it easier for businesses to find new leads but also lets them spend less time on unqualified prospects who may never buy anything from them.

The goal of any sales funnel is to convert the prospect into a paying customer.

B2B Sales funnel allows businesses to identify those customers out of the other prospects who are most likely to purchase their products or services, filtering the existing pool of customers.

Once a company understands what drives the buyer, they can create an effective sales funnel that will help them get more customers than ever before.

B2B Sales Funnel Stages

A sales funnel is typically a diagram illustrating the typical steps that customers go through when they purchase something.

A classic B2B Sales Funnel has 5 stages.


The first stage is the Awareness Stage.

In this stage, prospects are introduced to a company and become aware of its products or services.

The second stage is Interest Stimulation where customers have seen your advert but need more information in order to make an informed decision about whether or not they want to buy from you.

For example, the customer sees ads for different cars and reviews their options on Consumer Reports or other websites to identify which model best suits them.

This would fall under the top part of your model, labeled “awareness.”

There are many companies out there vying for our attention but we don’t all do business with every company.

It makes sense that you want people to be aware before they buy from you as well.

This may also have been done by word-of-mouth, friends’ recommendations, etc., depending on how much research has already gone into narrowing down what they want.


Once that decision has been made, then it’s time to think about the bottom part of your model: “consideration.”

This is where customers are making a list and comparing their options.

This could be narrowed down by things like price comparison shopping on websites like Amazon or other services.

In order to get your prospect’s attention, you need to lure them in.

In the consideration stage of a sales funnel, it is important that prospects learn about what they want and have their questions answered before being put on the back burner or ignored altogether.

This can be accomplished by providing well-written content such as blogs with valuable information (such as how long-term use will affect their skin) which pertains specifically to products related to theirs – like acne treatments for example. 

Once there is enough interest from your target market then messages should focus less on product weight loss supplements but more so on lifestyle benefits of eating healthier foods and exercising daily instead. 


With the goal of converting prospects to customers, a sales funnel is an excellent tool for positioning and guiding a prospect through stages.

Companies can now focus on converting these leads to customers, either through a direct sale or through other means such as lead nurturing campaigns that offer them discounts for their next purchase in exchange for their contact information and preferences which are sent to you via email.

In this stage, you already hooked your customer to purchase from you.

Loyalty and Advocacy

The next stage is when the prospect has already purchased a product and is more likely to purchase it again from your company because they now trust it. 

The goal is for your customers to buy more items than the competitors’.

This will create advocacy because if someone likes what you provide then it’s very likely that other people would like it as well!

If there was an easy way to get customer satisfaction without having any difficulty then everyone could do it but unfortunately, this is not how things work.

The key to success here lies in understanding which stages their customer falls into so they can move up accordingly.

Gain more customers with B2B Sales Funnel

There are many ways to increase the number of new customers your company has.

One way is by implementing a B2B sales funnel, which takes in potential leads and converts them into paying clients. 

This process starts with generating awareness among targeted audiences through social media marketing or SEO campaigns that put you on the radar for prospects who need what you offer.

Next comes lead nurturing where consistent communication influences their decision-making until they finally become buyers from your product range.

Lastly, there’s revenue maximization when every customer becomes more valuable because not only do they buy once, but also again and again at higher quantities each time due to a good service experience.

Final thoughts

The B2B sales funnel is a framework to help you identify where your customers are in the buying process and how best to provide them with information. 

This type of marketing can be more complex than other types because it relies on understanding who your target customer is, what they need, when they will buy from you (or not), and then providing the right content at each stage of their purchase journey.

We’ve provided some tips for using this concept as part of your digital marketing strategy. 

We have also mentioned why it is beneficial for digital businesses.

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