HomeResearch Articles Reversing the Rearchitected Waterfall

Reversing the Rearchitected Waterfall

  • Waterfall conversion rates can be used to determine how many inquiries, teleprospecting generated leads and sales generated leads are needed to hit revenue targets
  • Predictive modeling can help to validate (or refute) the feasibility of revenue goals
  • The structured dialogue that emerges from the modeling exercise helps drive interlock between marketing, sales and teleprospecting
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