article thumbnail

GTM in The Age of AI: The Top 10 Learnings from ICONIQ’s 2025 B2B SaaS Report

SaaStr

SQL-to-Closed Won Rates Drop 5-6 Points YoY While Top-Funnel Stays Flat The Funnel Breakdown : Marketing teams can breathe a sigh of relief—lead generation and early-stage conversion rates have remained relatively stable. The problem is happening much later in the funnel where sales teams are supposed to close deals.

GTM 77
article thumbnail

How to Choose the Right Forecasting Technique [+ Expert Insight and Data]

Hubspot

leverages data across platforms like HubSpot to gain a comprehensive view of the entire sales pipeline from lead generation to MQL, SQL, opportunity, and closed-won, Schiff says. While typical forecasting methods often focus solely on funnel performance, Salesbot.io

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

70 Words That Win: Sales Terms Every Rep Should Know

Salesforce

Business development representative (BDR) A sales team professional dedicated to outbound lead generation, reaching out to prospects to create sales opportunities. A marketing qualified lead (MQL) has engaged with marketing efforts but isn’t ready for direct sales engagement.

article thumbnail

6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

Pointclear

There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine.

article thumbnail

Frequently Asked Questions About Campaign Planning

Heinz Marketing

Is your focus on brand awareness , lead generation , pipeline acceleration , or customer retention ? Top Funnel : Impressions, reach, CTR, engagement rate Mid Funnel : MQLs, form fills, content downloads Bottom Funnel : SQLs, pipeline generated, win rate 12. Strategy & Planning: Laying the Foundation 1.

article thumbnail

Are Webinars Dead? How to Make a Webinar that Works in 2018

Hubspot

While I would love to say that there’s one new, highly optimal content format that all marketers should use for lead generation instead of older formats, I can’t -- it's a little more complicated than that. Send a follow up email to your reps and include the following information: Leads who registered. Leads who attended.

SQL 203
article thumbnail

Lead Generation Pricing Model – How Much Lead Gen May Cost You

ClickFunnels

The post Lead Generation Pricing Model – How Much Lead Gen May Cost You appeared first on ClickFunnels. According to a 2017 survey of 350 companies, the average cost of a lead is $198. First of all, that number varies drastically depending on the industry, company size, revenue, and lead quality. Keep reading.