The marketing and sales funnel has proven effective for a longer time period to map the customer's journey. From lead to sales, the journey has to be well planned.

Customer behavior is crucial to implementing marketing ideologies. Based on their needs, one needs to choose effective options during various phases of the sales cycle. 

As we read the blog, we will know how to respond to various behavioral patterns of the customers. 

Marketing and Sales Funnel 

The AIDA (Attention, Interest, Desire, and Action) model marketing model can be classified as a three-stage model as the top, middle, and bottom of the funnel.

Usually, the top layer focuses on creating awareness, while the middle layer focuses on considering them, and finally, the bottom layer is into conversion. Going deep into the funnel, other layers uncover themselves, and they are named loyalty and advocacy. 

A lead conversion into sales is not always a simple process. Imagine a user has visited your website, gone through the interesting essentials, and made a purchase. This is very simple. However, this is not always the case. Sometimes certain complexities could include ending up as sales. 

For this, the necessity lies in defining an appropriate sales cycle so that the behavioral pattern of the customers are closely monitored and assessed. Thereby, the required marketing guidelines are defined to fit their needs. 

We find multiple users interact with the business. However, not all could be at the same stage of the funnel. Some of them might be newcomers, while others could be existing customers.


For instance, a person is seeking the best platform offering marketing services. We can say that the person is in the awareness stage. Businesses could have chosen the ad marketing option to capture the user's attention.


Let us say a person is well aware of a business and thinks about repurchasing. What could be the marketing options that have a better chance of success at this stage? A webinar could showcase the products' advantages.

The success rate depends on how best you enable them to attend the webinar without fail. 

Self-questioning can help derive the possible solutions:

  • The most visited pages 
  • The best marketing tactics that have helped to gain higher conversions 
  • Emails that have experienced higher click-through rates. 


The marketing tactics of the consideration phase works fine for conversions, and Email marketing is one among them. Offering incentives at this stage lies as an effective option to remove the obstacles along the path. Examples for it could include cost reduction, risk reduction, and providing value-added services. 

Now that the users have turned into customers, loyalty holds the next action step. 


The next best step is to be loyal to them. Emails are always the better source to connect with the customers. Including users, personalization lies effectively at this stage. 

Two things to be mindful of when implementing loyalty standards., and they include the following :

  • Customer service: What is more prior than customer satisfaction? So lies the need to implement it. Customers are happy if they are dealt with their queries, grievances and rendered support as and when they need it. 
  • Reward customers. For instance, offering food coupons and free delivery of goods could be a few examples to reward the customers.


Advocacy lies at the bottom of the funnel, wherein the intend of the loyal customers is to turn them into lead generators. 

How to spread the good of any business? Word of mouth is more effective, and the results generated are awe-inspiring. Quality naturally ignites other people's interest to gain business services. Significantly, a reward-based referral program would yield good results.


Gaining the idea about the significant stages of the sales funnel, knowing customers' behavior during each step, and determining the effective marketing methodologies can ensure that the sales cycle is successfully implemented.

When it comes to knowing customers better, ONPASSIVE provides O-Desk ( erstwhile O-Lead ), an AI tool to gain better user understanding, and suggests appropriate marketing tips.