Leave a comment

In several organizations, we have seen that you are a super star if you are able to get more than 1000 leads a month, regardless of not even one lead converting into a customer.

Bad leads. Leads for the sake of hitting quota. This is one of the biggest reasons for sales and marketing misalignment.

Why would a sales rep or an account executive want to spend his or her energy on a lead that has no buying intent?

And thus, over time they stop trusting the leads coming in from marketing campaigns.

On the other hand, the marketers begin to think – ‘We gave them 5000 leads and the sales team has discarded all of them. They are not even reaching out to these leads!!”

  • SJ

    Steve Johanson

    about 2 months ago #

    Selling is a byproduct of the social relationship that marketers or sales folks build with prospects while being useful to them.

    If you have built a rapport with someone on LinkedIn who later turned into your client because they loved what you posted there, that's a perfect example of social selling.

    • YG

      Yaagneshwaran Ganesh

      about 2 months ago #

      Absolutely! Social selling especially in the context of ABM is about building relationship with the ones that matter. It's beyond keeping in touch on social platforms. It's about continued trust that they can continue to rely on you. If that means you becoming the domain expert, we should be up for that challenge.

  • EM

    Erik Messaki

    about 1 month ago #

    "Understanding your customer is the most important part of marketing" 100% agree.
    Marketers need to understand the value of this thought.