Скачать с ютуб The New B2B Sales Funnel: Optimize for Revenue, Not MQLs or SQLs -- with Chris Walker в хорошем качестве

The New B2B Sales Funnel: Optimize for Revenue, Not MQLs or SQLs -- with Chris Walker

If you're currently using a one-size-fits-all sales funnel (that ignores buyer intent or pipeline source) and is focused on top-of-funnel metrics like MQLs... it's time to rethink your strategy. The 'old' sales funnel, originally coined as the Demand Waterfall by SiriusDecisions in the early 2000s and then later revamped in 2012, fails to acknowledge that all MQLs and SQLs are not created equally. As a result, it can lead to misallocation of marketing budgets and misalignment within your sales and marketing teams. That's why Chris Walker and his team at Refine Labs propose a new Go-To-Market (GTM) framework – focusing on accounts rather than leads, employing multiple funnels based on aggregated buying intent, and measuring marketing success using metrics directly tied to revenue. Join Chris and Chip in this episode of Closing Time to re-architect your GTM strategy and adopt a new sales funnel designed to increase sales velocity and ROI. Want to better align your go-to-market teams? Get a demo of Insightly's Modern, Scalable CRM today: https://bit.ly/3sITbqV Connect with Chris Walker:   / chriswalker171   Connect with Chip House:   / chiphouse   00:00 Introduction 00:36 The New Sales Funnel 06:17 The HIRO Pipeline 04:08 The Role of an SDR Team 13:38 Making the Move to New Metrics #gtmstrategy #salesfunnel #b2bmarketing