From the course: Advanced Lead Generation
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Build a simple funnel model
- [Tutor] Now let's talk about one of the most important foundational elements of any advanced demand generation program, which is developing upfront a full pipeline model that maps demand volume requirements based on your sales goals. It's critical that you mapped demand efforts to sales goals, to both deliver and demonstrate marketing's revenue impact for the organization. And by doing this, you'll create a level of clarity between sales and marketing that will increase impact conversion and efficiency. In other words, building up full pipeline model is about building confidence that you're delivering sufficient leads, and can also ensure you're not overspending on marketing beyond what the sales team can support. Fundamentally, the demand you need to create should fit what the sales organization needs to qualify short-term opportunities, and then get a percentage of those deals closed over time. You don't need a…
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