Sales Funnel Testing Strategies

We're running an experiment right now that I think every sales leader should steal. We took one BDR and split his daily outbound into two AI-powered queues. Ten accounts each, head-to-head, with the same volume, using the same rep, and of course over the same time period. Queue A is intent-based. Every morning it surfaces the 10 highest-scoring untouched accounts from our AEs' books, with companies showing buying signals right now. Each account gets an AI-generated briefing: why now, who to reach, prior PandaDoc history, and a ready-to-use talk track. Queue B is our own lookalike engine. It looks at every deal we closed in the last 14 days and finds companies that match those winners on industry, size, geo, and buyer profile. Our AI scores each candidate, selects the top targets, and generates personalized outreach grounded in the source deal's actual use case and pain points. We're testing intent vs. pattern matching. "Who's in-market right now?" vs. "Who looks like the companies we just won?" What I love about this is that it removes our opinions from the equation entirely. Instead of debating which prioritization model is better in a meeting, we're measuring it. The funnel is fully instrumented: accounts surfaced, briefings opened, outreach sent, replies, meetings booked. Whatever wins, we will scale to the rest of the team. Sales orgs today are still arguing about account prioritization in a spreadsheet; we're letting two AI engines compete for it.

Stop Blaming Meta. If you’re still getting low-quality, junk leads, it’s probably not the platform’s fault. Most healthcare groups are still running Meta like it’s 2020, with generic creative, broad targeting, basic forms, weak qualification, and no feedback loop to help the algorithm learn. But Meta lead gen has changed. And so should your funnel. This is the Meta strategy that Cardinal used to lower acquisition costs by 73% (not a typo) over four months. Phase 1: Start with messaging & creative – Test angles and value propositions relevant to your audience – Include insurance callouts where relevant – Run top-of-funnel video or educational content to build warm audiences early Phase 2: Strengthen audience signals  – Rely less on cold audiences and more on demonstrated behavior – Retarget video viewers and engaged users – Use site and cross-channel audiences built through HIPAA-compliant methods (CDPs, server-side tracking) Phase 3: Qualify & verify – Use lead forms – Add conditional questions aligned to operational reality – Qualify for treatment interest, modality, readiness, and insurance –  Turn on SMS verification to eliminate fake submissions and spam Phase 4: Optimize your forms – If insurance is the blocker, refine insurance questions – If readiness or location is the issue, adjust form logic Phase 5: Scale & sustain. – Maintain creative diversity – Keep feeding warm audiences – Revisit data often When Meta underperforms, it’s less of a platform issue and more that the system isn’t being given the right signals, structure, or feedback to learn from. Meta will optimize to whatever you define as success. Define it poorly, and you get junk. Define it well, and you get booked appointments.

Using a “Test” campaign on LinkedIn Want to try different tactics without interrupting your funnel? Create a campaign to experiment with! Many companies know their ICP, but the current needs market doesn’t always align with your targeting. Ever wonder if targeting end users might be an effective tactic instead of just Decision Makers? Have a high-performing ad that you want to A/B test but know it wouldn’t be a clean test to add a new variation and run it against the ad that’s already been running for a while? Want to try getting creative with Skills & Interests but keep your main campaigns focused on your ICP build? That’s where a test campaign comes in. I set up this campaign initially to try different audiences and gauge their interest outside of my normal structure. Initially, I had asked ChatGPT what the ideal target audience was for one of my client’s offer. It deviated from their stated ICP, so I asked if I could test it, and they gave me the thumbs up. I ran it for a month, started honing in on the top-performing demographics of the test group, and saw an increase in results! We would also swap out ABM lists in the main campaigns, but instead of just dropping the older lists, I threw them in the test campaign to see if I could milk some additional results... And it did!! Conversions increased, and I even got one in Cold. One of our team members also suggested running A/B tests in a separate campaign. You have a high-performing ad, but if you just create a variation and run it, it’s starting at a different point and doesn’t have the same social engagement, so it’s not an apples-to-apples comparison. If you instead try different variations of that ad from scratch in your ‘Test’ campaign, you can get a cleaner comparison of how they perform, and based on the results, replace your previous ad with the top performer (that way, it keeps the social engagement and trust it’s built). It’s difficult to run these tests in your main campaigns because building a funnel and establishing trust takes time (and you don't want to disrupt that to test something). So, using a ‘Test’ campaign (even with a minimal budget) can help you gather data to improve your overall performance! Have any other methods of testing that you’ve found successful? Let me know in the comments!

Your ads may attract clicks. But if your funnel fails, something is wrong. Let’s uncover the reasons and fix them. 1. Mismatched Messaging - Ads must match landing pages. If they don’t, visitors get confused and leave. - Fix: Check if your ads and landing pages tell the same story. Use dynamic content to adjust messages based on ad context. 2. Unfunnel-Friendly Offers - Your funnel needs strong, tempting offers. Using old offers without changes won’t work. - Fix: Create offers that meet urgent needs. Test for urgency and clarity. 3. Over-Reliance on Paid Traffic - Paid traffic is helpful but can’t be your only source. Without organic traffic, your funnel struggles. - Fix: Mix traffic sources. Build SEO content and grow organic leads alongside ads. 4. Weak CTAs and Landing Pages - Weak or unclear CTAs lead to fewer actions. Landing pages must align with ad intent and make choices easy. - Fix: Use bold, clear CTAs like “Start Your Free Trial Now.” Test different headlines and layouts. 5. Poor Lead Nurturing - Many leads drop off without follow-up. Only a small percentage convert on the first try. - Fix: Set up automated email sequences and retargeting ads. Personalize follow-ups based on user actions. 6. Ignoring Data - Guessing leads to mistakes. Without tracking tools, you miss funnel leaks. - Fix: Keep an eye on metrics. Optimize based on data from heatmaps and A/B tests. 7. Targeting the Wrong Audience - Broad or irrelevant audiences weaken your funnel. Poor targeting means low-quality leads. - Fix: Sharpen your buyer personas. Use quizzes or surveys to find the right leads. Key Action Steps 1. Audit your funnel: Look at each step from ad to conversion. Find gaps. 2. Simplify the path: Cut down on form fields, clarify CTAs, and ensure mobile-friendliness. 3. Test relentlessly: Try different offers, copy, and designs to see what works best. Funnel issues are often not about ads. They stem from structural flaws. When you align your messaging, optimizing offers, and using data, you can turn leaks into conversions. Any thoughts you want to add? Happy Weekend! Kindly repost ♻️ to your network if you found this valuable

I’ve spent millions testing every possible way to produce leads: • VSL • Webinar • DM funnel Here’s EXACTLY how to generate 40–50 qualified sales calls per day (that actually close): Rule #1: Know the math. You want 50 closable calls/day? You’ll need ~$250K/month in ad spend. Average cost per call: $200. That gives you 1,250 calls/month. ~62.5/day if you run calls 5 days/week. Model your funnel backwards. • 70% show rate • 15% close rate (1-call) • $7.5K AOV (cash collected) That’s ~130 high-ticket clients and ~$500K+ in gross profit. Rule #2: Use the right funnel. Don’t get fancy. Best funnel = • Direct response ad • VSL or mini webinar (1.0 = under $5K, 2.0 = $5K+ make money offer) • Typeform + Calendly on the same page • Zero opt-in page • Confirmation page with 3 short videos + believable testimonials Don’t split the app and calendar. You’ll lose 50% of bookings instantly. Rule #3: Stack the Hammer. After someone books — the real selling starts. The Hammer Them Strategy is non-negotiable: • 30–50 short-form videos • 18 emails (6/day for 72 hrs) • All content framed around: • Questions • Second-layer questions • Objections • Expectations The goal? Pre-sell every lead so your closers don’t “sell” — they just confirm and collect. Rule #4: Kill the opt-in page. Most of you have one. It’s inflating your cost per call and making you poorer. 90% of the time, we run the math and the revenue from opt-ins is negligible — while the cost per call doubles. If you’re serious about volume, delete the step. More friction = fewer calls = less money. Rule #5: Equip your closers. Your closers are your growth ceiling. Every part of this system is built to make closers close more: • Use iPhones (not Androids or green CRM numbers) • Send selfie videos right after booking • Use bait-style CTAs to get replies (“text me back and I’ll send you a vid…”) • Get a real sales manager — not a glorified babysitter • Record, review, and adjust weekly based on call feedback Salespeople should be cashiers. If they’re doing too much convincing, your system is broken. Rule #6: Build the confirmation page like a closer. The average funnel’s confirmation page sucks. Here’s how to build one that prints money: • Add-to-calendar tutorial (fix Gmail’s “unknown sender” issue) • 3 short videos: • Nurture • Objection-handling • Expectations + next steps • Wall of believable testimonials (screenshots, names, real people) You’re not done selling just because the call is booked. Sell again. Frame again. Close again. Have questions? Drop them below. And if you want the full playbook on how to scale to $1M/month… Check out my YouTube channel where I break it all down. Disclaimer: This content is for educational purposes only. No income is guaranteed. Million-dollar months are not typical and should not be expected. We don’t promise results. Always do your own due diligence.

Is your marketing funnel underperforming? Here's what I discovered... When I analyzed 50+ funnels across various industries, I found a surprising pattern: 60% of businesses were losing half of their leads at a single stage in their funnel. The culprit? Misalignment between customer expectations and funnel design. Here's where to look: 1. Goal Alignment  I found that funnels with clearly defined goals for each stage outperformed others by 36%.    2. Data Blind Spots  70% of businesses were missing crucial data from at least one key touchpoint.    3. Drop-off Points   The nurturing stage was the most common leak, with 42% of leads lost there.    4. Optimization Frequency Companies that A/B tested monthly saw a 22% higher conversion rate than those who tested quarterly. This information turned leaky funnels into a high-converting machines for our clients. And the best part? It improved the customer journey. Where are you losing leads in your funnel?