The Inverse Funnel

The HubSpot model gets into a real mess when you start trying to predict when is the right time for sales to reach out after someone downloaded a white paper. So why don't we drop the diagram so I can see that cool background you got behind you? And let's go in the other direction now. On the other side, there's companies that are operating some type of like, I don't know if it's terminus prescribed, but like basically they did that the ABM program. That makes sense for a certain type of company. There are components of that system that I agree with and disagree with. Why don't we jam on that side? Yeah, let's let's