ABX Funnel
Bring visibility to your marketing strategy and clarity to your next steps by showing how lead activity drives your funnel
Try this canvas
Problem
MQL approaches over-emphasis individual actions rather than overall actual account engagement, making it hard to be targeted and effective with campaigns.
Solution
Score account interactions and use a funnel to drive automated campaigns and manual interventions.
Impact
Complete visibility over your funnel and how long it takes to move leads through to conversion.
Your "Target Account" Has 47 Touchpoints. Is Anyone Actually Buying?
Your demand gen team just presented at the pipeline review. They're hitting all the accounts on the target list. Email sequences running. LinkedIn ads targeted. Webinar invites sent. Three contacts at Enterprise Account X have engaged.
Your VP of Sales asks: "Great. Where are they in the buying process?"
Silence.
Someone checks HubSpot. "Two leads are MQLs. One attended a webinar."
Someone else checks Salesforce. "There's an opportunity, stage is 'Discovering Needs.'"
Someone checks the webinar platform. "Three people from that account registered, two attended."
Ten minutes of data archaeology later, nobody can actually answer the question. Are they aware of your solution? Actively interested? Considering alternatives? Actually evaluating a purchase?
Ready to explore this canvas with your own data?
Try this canvas →