Field/events are critical to B2B sales. Unfortunately many startups are stumbling with field/events for the same reason - they are doing the work in a way that is widely accepted but largely ineffective. What if we just decide to stop making the same mistakes?
With seven years leading field/event programs producing as many as 200+ events per year and increasing conversations as much as 300% YOY I’ve learned from practical experience that we can’t close deals in B2B by closing a lead - we have to close the account.
Here are three pillars to build a field/events program that drives business outcomes:
FIELD/EVENTS ARE A TRUE DEMAND GEN PLAY
Anyone in-market has already found you via their own research thanks to your teams digital channel output. By definition field/events are a true demand gen play, which is still super important to long term growth, but it’s a different metric. Empower field/events to do what they do best.
ABX (ACCOUNT BASED EXPERIENCE) NOT LEAD GEN
In B2B we don’t sell leads, we sell accounts. So assigning your sales and marketing teams siloed metrics based on a traditional lead gen funnel (MQL, handoff, disco call) is like showing up with a tennis racket to play football. Employ an ABX (Account Based Experience) Strategy that meets the prospect where they are at in the buyers journey.
DON’T HIRE A JUNIOR STAFFER TO DO A SENIOR LEADER’S JOB
When you go grocery shopping without a list you wander the aisles grasping for ideas. Why would you run a field/events program in the same way? For less than the cost of hiring a junior staffer transform your business partnering with a consultant with a proven track record in strategy, content creation, and the execution required to achieve the results expected by the board.
Stay awesome :)
DMJ
david@dmjexp.com
Company Details
- Founded
- -
- Address
- Los Angeles, Ca 90017, Us
- Industry
- Marketing Services
- NAICS
-
Advertising, Public Relations, and Related ServicesAdvertising AgenciesMedia Buying AgenciesMedia RepresentativesOutdoor AdvertisingDirect Mail AdvertisingAdvertising Material Distribution ServicesOther Services Related to Advertising
- Website
- https://www.dmjexp.com/
- Keywords
- Field Marketing, Events, Account Based Marketing, Account Based Experience, Consulting, Marketing Strategy, Marketing Plan, Budget, Content Creation, Event Production, Event Marketing, B2B Sales, B2B Marketing.
- HQ
- Los Angeles, CA
- Competitors
- Vyond, Black Feminist Fund.
Dmj Exp Consulting Llc Questions
Dmj Exp Consulting Llc's website is https://www.dmjexp.com/
Dmj Exp Consulting Llc's LinkedIn profile is https://www.linkedin.com/company/dmjexp-consulting
Dmj Exp Consulting Llc's industry is
Marketing Services
Dmj Exp Consulting Llc's top competitors are
Vyond,
Black Feminist Fund.
Dmj Exp Consulting Llc's categories are Marketing Services
Dmj Exp Consulting Llc's founding year is 2023
