The three-source blend
- Signal-based outbound (lookalike + intent)
- Content-driven inbound with agent triage
- Warm-network activation via champion tracking
What died
Sequence-blast outbound. Purchased-list open rates. Manual SDR-to-AE handoff meetings.
Cost target
Under $100 cost per SQL for mid-market. Under $300 for enterprise. If you're over 3x, the funnel needs an audit.