Bottom of Funnel (BOFU)
The decision stage, where a prospect is comparing specific options and evaluating fit, price and risk.
What the buyer needs here
Specifics: pricing, implementation effort, integration detail, security posture, evidence from comparable organisations. Vagueness at this stage reads as evasion and extends the cycle.
The under-built asset
RELATED TERMS
Sales Qualified Lead (SQL)
A lead that sales has examined and accepted as a genuine opportunity worth working. The point at which pipeline responsibility formally transfers.
Revenue Funnel
The staged model describing how prospects progress from first awareness to closed revenue, used to locate where volume is lost between stages.
Discovery Call
The conversation in which a seller establishes whether a real problem exists, who owns it, and what solving it is worth.
Top of Funnel (TOFU)
The awareness stage, where a prospect becomes aware of a problem or a category rather than a product.
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