Harvard Business Review

JULY 12, 2012

When I came to HubSpot five years ago, I had never run a sales team, so I didn't know the conventional techniques that sales managers use. Instead, I relied on my background as an MIT-trained engineer to create a system of hiring and development that relies on metrics and quantitative analysis. The hiring began.

Sales 17

Sales Sales Sales Funnel Scaling 17

Harvard Business Review

AUGUST 5, 2015

The AIDA model and its variants are the basis for sales funnels at many B2B firms. The typical funnel starts with a marketing-generated lead for a “suspect” that, after qualification, becomes a “prospect,” and then a customer through steps that are measured and managed.

B2B 15

B2B Sales Sales Sales Funnel 15

Peter Winick

MAY 4, 2023

Christina Wallace So before I got the book contract, the metric for me really was about whether I was getting inbound opportunities that ended up being greater than the amount of effort that I was putting into my outbound work. So I guess my argument is not necessarily that you can could or should kind of splatter your energy everywhere.

Sales Funnel 130

Sales Funnel Metrics Accounts Marketing 130