Jeff — awesome post. This is something I’ve been thinking about/working on a lot lately and this is a simple but elegant approach to make sure your funnel ratios stay clean. I like it.
One thing I wonder is, if a lead goes straight to SAL/SQL (let’s say, a sales person prospecting gets lucky) would you still stamp previous states that may not actually be relevant to them like Inquiry or MQL? In effect, the lead really did *skip* those states (they never inquired nor participated in any marketing).
This is where the non-linear nature of the funnel makes a waterfall get a bit messy. Would be interested to know how you address this in practice.
P.S. I already have your and Josh’s session in my Summit agenda! 🙂