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The Growth Strategy That Grew Hubspot To +$30 Billion
Marketing Against The Grain
Understanding Customer Funnel and Sales Quota Composition
The modern-day funnel typically progresses from visits to leads to signups. A signup entails having a username and password for a product, while a lead shows interest but hasn't engaged with free products. The funnel further categorizes leads into qualified leads and product qualified leads based on their actions within the product. Additionally, a sales quota is usually a mix of inbound and outbound demand. Prospecting may involve engaging with old or new contacts, and the sales quota is composed of different types of engagements, with inbound demand having a higher close rate but lower average sale price.
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