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6 Responses to “Demand Generation Plan: The Process – Part 1”

  1. Peter,

    Hello. This is a great leadgen roadmap. CEO’s and CFO’s must understand these funnel metrics and process. Many are over 50yrs old, grew up when GDP was 4-8%, demand very strong, sales reps were needed to deliver info to clients etc. NOW, in Buyer 2.0 world, GDP at 1-2% for last 5 years= thousands of prospect companies x 5-20 “contacts/influencers/decision makers” at each firm (many with varying needs) + CFO frugalomics + 6-12 month buy cycles + globalization/choice = huge top of funnel for many B2B sectors. Even high value solutions such as ERP,BPO, Professional services.

    In fact, IDC recently calculated a 1 to 650 ratio between top of funnel “suspects” and closed deals.
    http://blog.salesadvisorypractice.com/

    regards,
    Stuart

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