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Yep so thats where you establish how much time you focus on for the parts of the funnel. If lead Gen is important than spend 60% of your time there. If closing is a higher priority then we're only spending 10% on top and 80% on mid to bottom funnel.
Depending on your product's complexity will take into account whats possible.. for my org we have 6-figure, multi year contracts. That doesn't happen by gated content and light touch points.