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Pipeline Acceleration, Sales Acceleration, Funnel Velocity

"Acceleration Marketing"

Overview

The Core Concept

Acceleration Marketing refers to a set of tactics designed to increase the velocity at which a lead becomes a customer. While traditional marketing focuses on filling the top of the funnel, acceleration marketing focuses on the speed of the funnel.

It typically involves identifying friction points where leads stall (e.g., waiting for a demo, lack of trust) and deploying specific assets to remove those blockers immediately. This is heavily reliant on marketing automation, intent data, and personalized nurturing.

Why It Matters

  • Improves Cash Flow: The faster a lead converts, the faster revenue is realized, improving the company's working capital.

  • Reduces Lead Decay: Leads go cold quickly. Acceleration tactics ensure engagement happens while interest is highest.

  • Higher Win Rates: By providing the right information exactly when the prospect needs it, you prevent them from looking at competitors.

Best Practices

  • Automated Nurture Sequences: Using behavioral triggers (e.g., visited pricing page) to send immediate, relevant case studies.

  • Sales Enablement: Providing sales teams with "acceleration content" (calculators, comparison sheets) to close deals on the spot.

  • Retargeting: Using display ads to stay top-of-mind during the consideration phase.

Advanced Strategy Planner

Convert technical theory into professional action plans

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