HomeBlog B-to-B Sales and Marketing Haikus

B-to-B Sales and Marketing Haikus

November 05, 2012|Jonathan Block

It’s about time there are haikus dedicated to b-to-b sales and marketing. In this first installment, I address the four primary phases of our rearchitected SiriusDecisions Demand Waterfall: Inquiry, Marketing Qualification, Sales Qualification and Close.

It’s about time there are haikus dedicated to b-to-b sales and marketing. In this first installment, I address the four primary phases of our rearchitected SiriusDecisions Demand Waterfall: Inquiry, Marketing Qualification, Sales Qualification and Close.

 

Count the hand-raisers

that fuel the demand engine

track outbound inbound

• • •

Nurture to handoff

a dweller on the threshold

receiving function

• • •

Sales accepted leads

service-level agreements

I’m pipeline-worthy

• • •

The waterfall’s end

opportunity to close

start a new journey

Jonathan Block

Jonathan Block is Vice President and Practice Director, Technology, at SiriusDecisions. He has developed key models and frameworks that enable b-to-b organizations to understand, evaluate and implement appropriate marketing and sales technologies, as well as advised executive clients on the role of technology to help drive sales and marketing integration and enterprise alignment. Follow Jonathan on Twitter @jblock.

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