Sales Generated Demand Framework: A Forrester Introduction

January 1st, 2018

Mike Pregler

Summary

Opportunities generated by sales reps are a critical source of demand in a well-balanced B2B demand creation mix. Whether leads, or potential opportunities, are generated by sales, marketing, or teleprospecting, reps must complete similar steps to convert them to opportunities and, ultimately, closed/won deals. Therefore, improving sales demand creation effectiveness can elevate reps’ capabilities to convert leads from all sources. In this report, we introduce the five stages of the Sales Generated Demand Framework and provide guidance on assessing the current state of sales demand generation within an organization.

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