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Middle of the sales funnel (MoFu): Potential customers. You get that person interested in your products or services. Bottom of the sales funnel (BoFu): New and existing customers. You persuade that person to purchase your products or services. You offer the customer a more expensive and more valuable product.
Since the target customers, initially, for these tools were individuals and small teams, the methods others had used in consumer product selling were adapted. Materials explaining the capabilities of the products, demos, 30 day free trials were heavily leveraged. And assemblyline process started to emerge.
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