Demand Creation Executive
CurrentLEARN TOP STRATEGIES TO MORE EFFECTIVELY ENGAGE YOUR B2B BUYERThe challenge Sales and Marketing Leaders have in reaching revenue targets is their sales reps are not engaging with the right decision makers often enough. Marketing struggles to generate and convert a sufficient number of leads and sales reps are too busy to properly build their funnel. The result is a poor, inconsistent pipeline that leads them falling short of the goal month over month.When leaders try to solve this problem they start by investing in new technology or training, hire a BDR or outsource to a telemarketing firm before they even put a plan in place. In fact, most of the time they are in a reactive mode because they are behind plan, trying to dig their team out of the hole as quickly as possible.Poor results often stem from:➢Random acts of prospecting➢Too much time spent with low level leads➢Too many tools that add to job complexity➢Limited visibility to social, digital and pre-pipeline activities➢High turnover of SDR/BDR’s and field salesWhat companies fail to realize is that inbound leads are what CEB calls existing demand: prospects searching for a solution to a known problem. Typically, these buyers are 57% down the purchase path and deals often come down to price. The solution to creating more profitable opportunities is leveraging emerging demand: those prospects who aren’t actively searching for a solution to their problem. Outbound prospecting to reach these prospects is the key to building a predictable pipeline that drives revenue goals.If your team has not adopted a proven selling process or methodology, you probably relate too well to the above-mentioned challenges. If you are looking to improve your metrics, reduce sales rep turnover and consistently grow revenue, I invite you to have a conversation. Even if we don’t work together, I am confident the insights you learn will be well worth your time.
