How to Build a Funnel That Feeds You Leads (While You Sleep)

By: Kathy Kent Toney, Chief AI Strategist and Founder at Kent Solutions

Funnels get a lot of hype—but most people imagine the wrong thing.

They envision a lead capture form, a few scheduled emails, and possibly a sales page. That’s not a funnel. That’s a contact form with accessories.

A real funnel is a measurable, strategic journey—from the moment someone hears about you to the point they take action. And if you’ve built it right, that journey doesn’t stop when you log off. It runs in the background, quietly guiding people toward a decision, even when you're not actively involved. This is the power of a well-constructed funnel-it works for you, not the other way around.

Let’s break it down.

What a Funnel Is

Funnels aren’t just tools. They’re systems designed to move leads through five key stages:

1. Attract – You catch their eye. Maybe through a social post, paid ad, blog, or event. Something that says, “Hey, this is worth your time.”
2. Engage – A landing page or lead magnet captures their interest. This method involves trading value for contact information—something useful enough that they want to hear more about.
3. Nurture – This is where most businesses drop the ball. A thoughtful nurture sequence helps people get to know you, trust you, and see how you can help—before you ever pitch.
4. Convert – Your CTA (call-to-action) should be clear and aligned with their stage in the journey. Whether it’s scheduling a call or making a purchase, the path should feel natural.
5. Follow Through – Post-sale is where you build loyalty. Clear next steps, onboarding, ongoing communication, and opportunities to deepen the relationship matter more than people think.

Each of these stages should be connected. They’re not random pieces—they’re a system.

Where Funnels Break (and Why You Might Not Know It)

Most funnels don’t explode—they erode. Slowly.

Leads drop off. Emails don’t get read. Calls don’t get booked. And you might not even notice there’s no visibility into what’s happening.

Here’s what you should be watching:

• Where leads stall or exit the journey
• Response rates to emails and CTAs
• How long each stage takes
• Which automation steps are triggering—and which aren’t

Without this kind of clarity, even the most beautiful funnel will quietly underperform.

The Fix: Funnel Visibility + Simple Automation

Automation doesn’t mean complicated. It means repeatable. When your funnel stages are clearly defined—and your CRM tracks movement between them—you stop guessing and start improving. It's not about complex algorithms or intricate systems, it's about having a reliable process in place that you can trust.

That’s where a CRM like Springboard shines. It enables you to visualize pipeline progress, measure time-in-stage, and even trigger tasks and messages at the exact moment.

You don’t need to overhaul everything. Start with one journey. One offer. One CTA. Then, build out from there, stage by stage. By taking it one step at a time, you can make significant improvements without feeling overwhelmed.

Need help seeing where your funnel needs fine-tuning?

Download The Ultimate Sales Pipeline Visibility Checklist. It walks you through defining your pipeline stages, connecting them in your CRM, and spotting the weak links—so your funnel works smarter, not harder!

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