Best Practice Report

Aligning the Demand Waterfall® to the Buying Decision Process

January 1st, 2018


The Demand Waterfall. orchestrates the treatment and tracks the progress of prospects through the lead management process. The qualification criteria and cross-functional handoffs within the Demand Waterfall give demand marketers powerful tools for expediting the buying process. Maximize lead management efficiency and throughput by aligning the Demand Waterfall to the behaviors and characteristics of buyers.

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