Is Account-Based Marketing the Death of Inbound?
JANUARY 5, 2016
Most B2B businesses prescribe to the waterfall approach of marketing. The common funnel. That is, a little bit of prospects drop off at each stage of the funnel. From click to lead, lead to MQL, MQL to opportunity, and opportunity to deal. According to Forrester , the waterfall marketing funnel looks like this for the average company: And this works to a degree, especially for smaller deal sizes.