It's (No Longer) Greek to Me!​: A New Approach to Optimizing the Account-based Marketing and Sales Revenue Engine Webcast Replay

November 22, 2019

The SiriusDecisions Demand Unit Waterfall is a model designed to help b-to-b organizations better understand and track the account and contact activity within their current and prospective accounts. The Demand Unit Waterfall is particularly relevant to account-based marketing (ABM) as it provides a methodology for understanding the activities of individuals within specific buying groups, rather than simply focusing on multiple, disparate leads from these high-value accounts. However, many organizations struggle to articulate the contributions of sales and marketing in this new account-based ecosystem.

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