Tag Archives: lead management process

Demand Waterfall

The Changing Role of the Demand Waterfall: A Conversation with Terry Flaherty

December 20, 2016

Terry Flaherty is a Research Director at SiriusDecisions, a B2B marketing veteran, and a respected expert on Demand Generation (or Demand Creation, as SiriusDecisions prefers to call it.) He’s also the acknowledged godfather of the SiriusDecisions Demand Waterfall®, which makes him the person to blame every time your manager asks… Read More

Taking Stock of Your Lead Management Process: 5 Key Questions

January 24, 2013

Key to designing an effective lead nurturing program is taking stock of your current lead management process. By asking the right questions, you’ll not only uncover additional opportunities for improvement, but the information will play a key role in defining critical issues of workflow – for example: segmentation, frequency, and… Read More