In this episode, David Lewis takes you on a deep dive into why you should define and operationalize a Demand Funnel and what it takes to do so.
You’ll learn:
- How a Demand Funnel serves as a language to align sales and marketing and serves as a framework for lead management
- What it takes to implement a Demand Funnel in our marketing automation and CRM system
- The role lead scoring plays in changing statuses between inquiries and marketing qualified leads
- The six stages of a traditional Demand Funnel and their definitions
- The importance of defining “out of funnel” stages like recycled and disqualified
- What you should include in your blueprints for implementing a Demand Funnel
- How a Demand Funnel helps marketing measure demand volume, velocity, and pipeline predictability
Twice a month DemandGen Radio airs live, bringing you the top industry experts, thought leaders, authors, marketing technology firms, and senior marketing leaders from around the world to teach YOU the methods and technologies for high-performance marketing. Want to learn more about modern marketing? Check out the previous episode of DemandGen Radio: The 5 Principles of Successful Lead Management
Hey David,
this is one of the greatest shows ever, been following it for a long time. and this particular episode especially is absolutely essential for any marketer – as I’m even even the most seasoned marketers and event the most successful companies still struggle with this.
There is something I’ve always struggle with – the next (natural) step that follows the SQL status, especially in the SFDC context – converting the lead into Account/Contact & Opp. and this is where I think most companies fail – as you cannot convert all opps into won opps (thus becoming customers), some of them will be at “prospect level”. In other words, not a lead (a technical impossibility in SFDC currently), but not a customer either.
and most of the demand gen programs fail at addressing this segment in the database – and lots of marketers will find very difficult to navigate such a scenarion.
So can can be done in such a case?
thank you, and keep up the good work, it’s truly inspirational.