b2bmarketing demandgen saas

Split the Funnel Analysis for Effective Demand Generation

Actual tactics for “split the funnel” analysis (click image for full view):

Break down every stage in your funnel, by quarter and lead source.

Then analyze the cost ratios.

This will give you powerful insights into historical data if the company has been focused on lead gen.

Now you’ll have a business case to probably take budget away from Google Ads (and probably other sources) and start creating demand.

Add qualitative attribution from a free-form required “How did you hear about us?” and you’ll be able to show your create demand strategies drive results too.

Big shoutout to Danna Troncattty Leahy for helping me with this!

How does your analysis look? Anything you’d add?

Business professionaldevelopment saas

How to Boost Your Business Acumen: Top Books and Podcasts

Level up your business acumen with some of my favorite resources below. What would you add to the list? 👇

1️⃣ Required learning:

  • Zero to One by Peter Thiel & Blake Masters
  • YouTube: YC How to Start a Startup YouTube course
  • Traction by Gino Wickman
  • Podcast: All-In with Chamath, Jason, Sacks & Friedberg

2️⃣ Additional suggested books:

  • The Hard Thing about Hard Things by Ben Horowitz
  • Good to Great by Jim Collins
  • The Lean Startup by Eric Ries
  • The E-Myth Revisited by Michael Gerber
  • The Innovator’s Dilemma by Clayton Christensen
  • Crossing the Chasm by Geoffrey Moore
  • Case in Point by Marc Cosentino

3️⃣ Additional suggested podcasts:

  • Acquired
  • Bad Bets
  • How I Built This with Guy Raz
  • Invest Like the Best with Patrick O’Shaughnessy
  • The Oficial SaaStr Podcast
  • The Survival to Thrival Podcast
  • TechCrunch Daily Crunch

Note: I purposely didn’t include leadership & professional development books or any discipline-specific resources (e.g. Marketing focused). Those will be in another post soon.

What would you add to the list?
Love any specific one listed?
Disagree with any of these?