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The New Sales Funnel Optimized for Revenue, Not MQLs or SQLs -- with Chris Walker
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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. This new approach focuses on accounts rather than leads, employs multiple funnels based on aggregated buying intent, and measures marketing success using metrics directly tied to revenue.
Join Chris and Chip in this episode of Closing Time to revamp your GTM strategy and adopt a new sales funnel designed to increase sales velocity and ROI. Watch the episode on YouTube.
Want to better align your go-to-market teams? Get a free demo of Insightly's modern, scalable CRM.
Connect With:
• Chris Walker: LinkedIn // TikTok // Instagram // Revenue Vitals Podcast // Refine Labs
• Chip House: Twitter // LinkedIn
• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube
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