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tags: Week 1, H3, M2
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# Sales process and sales funnel
:::info
:bulb:In the previous section, you have learnt all about the different types of buyers and the journeys they go through before they purchase.

**In this section, we will focus on the other side of the story: how companies interact with buyers along that journey to move them towards a purchase.**
:::

Let's have a look at three core concepts. It's important you understand these correctly, as the rest of your training will take you through the activities we will explore at each stage of the sales funnel and process.

## The sales funnel
The sales funnel essentially is the name we give to the buyer's journey from a sales perspective. A sales funnel maps out the stages in a customer's journey according to how close they are to purchase: from awareness to consideration to decision.

## The sales process
A sales process is the set of steps that a salesperson does to take a prospective buyer from the early stage of awareness to a closed sale. Contacting leads, qualifying them, meeting them etc.

## The sales pipeline
A sales pipeline showcases the number and value of deals at each step of your sales process. It is used to describe how many deals or “business opportunities” you have at each stage, and how much money they represent.


In this module we will look in depth at the sales funnel and process. Module 4 will be a full deep dive into the sales pipeline.

Let's go!

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