Ask: How do you design the sales funnel for products

Say you are building a SAAS application. How do you design your front end sales (beta accounts, free month, ebook, etc.) which leads to backend sales (consulting, yearly contract, etc.)

In terms of gamification - building viral loops like finishing profile (80% complete, e.g. linkedin) how do you keep track of those viral loops and integrate/design for them in product.

Hopefully it make sense, just looking for some tools/sites/ideas other than a pen and paper