Breakthrough Ways To Get More Net New Prospect Meetings

About this EventHow well are these sales lines working today: "Can I please get a 15-minute demo” or "I see you downloaded my white paper, can we find 5-10 minutes to chatProbably not too well. Buyers are overwhelmed with a deluge of sales and marketing messages and that has made ...

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Judging "Customer-Centricity" Awards in TX in 2020

Building on the research that I just conducted on "Best Practices in Customer-Centricity by Enterprise Retailers" I am proud to take on an additional role as "Customer Centricity Awards Judge" for Arcet Global. In 2020, Arcet Global will bring its well-established European "Customer-Centricity Awards" program into the U.S market. This ...

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Magnet Marketing: A Proven Way to Increase High-Value B2B Prospect Meetings

As I work with CMOs & CROs on their demand generation plans for 2019, I hear concerns that traditional inbound marketing supported by BDRs may not be sufficient to meet revenue growth plans for 2019.The reasons are the following:There are north of 120,000 BDRs in the U.S. market and B2B ...

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The top reasons why prospects are ghosting your sales team! (prospect research 2019)

Dictionary.com defines "Ghosting" as “the practice of suddenly ending all contact with a person without explanation” ... Whatever the reason, the act of ghosting effectively ends a relationship.One of the biggest B2B sales challenges today is the act of "Prospect Ghosting" Effectively the prospect goes dark and will not respond. ...

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"At-bats"​: The one thing that sales really wants from marketing!

When I speak to executives who are responsible for revenue generation, the one common request they consistently have from marketing is:"I just need more At-bats, please get me more At-bats"What they mean is net new qualified prospect meetings not SQLs, MQLs or other forms of downloads, email opens or site ...

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Why CMOs fail to measure this critical metric "Net New Prospect Meetings"

As I work with CMO's, I always ask the following question, "What do you want to achieve and how will you measure progress" The responses tend to have some element of revenue generation or new prospect acquisition. However related metrics are all over the place, some loosely attributable to the ...

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CMOs Need to Redefine MQLs in 2020: Moving from "Passive MQLs" to "Active MQLs"

I spoke several CMOs in 2019 who struggled to define Marketing's contribution to revenue by demonstrating how many MQLs were generated. At the same time, when I speak to sales leaders, they show limited interest in the concept of MQLs and do not a see a direct & causal relation ...

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Why U.S. B2B companies hired 74,000 BDRs when corporate buyers have little to no interest in engaging with them?

If you search LinkedIn alone for BDRs (Business Development Representatives) you get 74,000 profile results. In fact, there are more of them with other titles such as Inside Sales & SDRs (Sales Development Representatives) By some estimates, there are well over 100,000 in the U.S. alone. Companies cannot hire BDRs ...

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