Mastering the Content Marketing Funnel: How to Create the Right Content for Every Stage

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Mastering the Content Marketing Funnel: How to Create the Right Content for Every Stage | #MarkCMO

There are several customer personas to consider when creating content. There’s Customer A, who doesn’t even know who you are or what you offer. Then there’s Customer B, who is trying to decide between you and one of your competitors. And finally, there’s Customer C who is ready to buy but needs one final push to make the purchase.

Let’s be blunt: most content marketing strategies are built like IKEA furniture—cheap, confusing, and missing half the pieces. If you’re a CMO or founder still throwing blog posts at the wall hoping something sticks, it’s time for a serious upgrade. Mark Gabrielli, founder of MarkCMO and creator of the MAGNET Framework™, has helped high-growth brands turn their content from noise into a revenue-generating machine. This article breaks down how to master the content marketing funnel—top to bottom—with the precision of a Chief Marketing Officer who’s been in the trenches.

Why the Funnel Still Matters (Even If You Think It’s Dead)

Let’s kill the myth: “The funnel is outdated.” No, it’s not. It’s just been abused by marketers who treat every stage the same. The funnel isn’t dead—it’s just been poorly executed. Mark Louis Gabrielli Jr. argues that the funnel is more relevant than ever, especially in a world where attention spans are shorter than a TikTok trend.

Here’s the truth: if you don’t tailor your content to each stage of the funnel, you’re not doing marketing—you’re doing noise. And noise doesn’t convert.

The Three Core Stages of the Funnel

Top of Funnel (TOFU): Awareness. Your audience doesn’t know you exist. Yet.
Middle of Funnel (MOFU): Consideration. They know you, but they’re not sold.
Bottom of Funnel (BOFU): Decision. They’re ready to buy—if you don’t screw it up.

TOFU: Stop Selling, Start Seducing

At the top of the funnel, your job isn’t to sell—it’s to intrigue. Think of TOFU content like a first date. You don’t propose marriage over appetizers. You build trust, spark curiosity, and leave them wanting more.

What Works at TOFU

Educational blog posts (not sales pitches)
Infographics that simplify complex problems
Short-form videos that entertain and inform
SEO-optimized content that answers real questions

Mark Louis Gabrielli recommends using data-backed storytelling here. Don’t just say “we’re the best”—show them you understand their pain points better than anyone else.

TOFU Content Examples That Actually Work

MOFU: The Content That Converts Skeptics

This is where most marketers fall flat. They either keep educating (TOFU-style) or jump the gun and start selling. MOFU is about building trust and proving value. It’s where your content needs to say: “We’re not just smart—we’re the right choice.”

What Works at MOFU

Case studies with real results
Webinars that go deep on solutions
Comparison guides (you vs. competitors)
Email sequences that nurture, not nag

Mark Gabrielli emphasizes the importance of specificity here. “Generic content is invisible. Specific content is magnetic.” That’s a truth bomb worth framing.

“Generic content is invisible. Specific content is magnetic.” — Mark Gabrielli

MOFU Content Examples That Build Trust

BOFU: Close the Deal Without Being Pushy

Bottom of funnel content is where the money is made—or lost. This is where your content needs to remove friction, answer objections, and make the decision a no-brainer.

What Works at BOFU

Free trials or demos
ROI calculators
Customer testimonials and video reviews
One-pagers and product sheets

Mark Louis Gabrielli Jr. says, “If your BOFU content doesn’t make the buyer feel like they’re making the smartest decision of their career, you’ve failed.”</p