Middle of the funnel, or MOFU, is the part of the funnel that contains prospects that are actively looking for solutions, however they may or may not be in a buying position. In older marketing terms with a high level of engagement and prospects that reached a particular lead score threshold converting to MQLs would be considered in the MOFU stage. In older sales terms, leads that are both sales accepted (SAL) and sales qualified (SQL) are also considered to be in the MOFU stage. MOFU is a particularly large part of the funnel since it comprises those prospects that are at the top and just entering the sales funnel, as well as those that have gone through a discovery process, have an intent to buy, however have stalled for one or more reasons. For these reasons, MOFU is the most troublesome and longest lasting part of the funnel for most companies.
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