// GTM
Funnel
The visual model of prospects narrowing from awareness → interest → consideration → intent → purchase.
In depth
The funnel is a useful accounting tool and a misleading behavioural model, real buyers loop, exit, re-enter and involve many people. Modern GTM often uses 'flywheel' or 'buyer journey' language, but the funnel math still runs the forecast.
Related terms
Marketing Waterfall
SiriusDecisions' funnel model: Inquiry → MQL → SAL → SQL → Opp → Closed. Conversion at each gate.
Buyer Journey
The stages a buyer moves through, awareness, consideration, evaluation, decision, post-purchase.
Pipeline Coverage
Open pipeline in a period divided by the quota for that period. The health check every RevOps team runs on Mondays.