HomeBlog B-to-B Sales and Marketing Haikus

B-to-B Sales and Marketing Haikus

November 05, 2012 | By 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, Product Development at SiriusDecisions. He has has worked for more than 25 years as an IT and cybersecurity leader, product manager, and an industry analyst. He manages the global product development organization for SiriusDecisions’ technology solutions. Jonathan built and managed agile technology teams that increased productivity, collaboration, cybersecurity and regulatory compliance. He also developed key models and frameworks that enable B2B organizations to understand, evaluate, and implement appropriate marketing and sales technologies. In addition, Jonathan has advised executives on the role of technology to help drive sales and marketing integration and enterprise alignment. Follow Jonathan on Twitter @jblock.