Greg Casale says tools that automate email and scale sending have multiplied signals by 10x to 1,000x over the last three years into the same total addressable market. He says on average 9 to 14 percent of a company's market is in market at any time, so a large increase in signals into that pool drives conversion down. He cites spam filters and phone call screening as the buyer-side response.

“Big denominator, small numerator, conversion goes to zero.”

Listen to the episode Episode Pipeline & demand generation Link to this Report a problem