Is your 2020 Strategy to replicate what you did in 2019?

by Michael Phelan

Is your new strategy for 2020 to do the same thing. In a recent survey by Go-to-Market Pros, many sales and marketing executives are doing exactly that or just doubling down on past programs

Rationale is:

-We have revenue potential to continue last year's plan

-We are better set up to replicate our 2019 plan than create anything new

-Competitors are doing similar things, so we must be on track

-We do not have the time, energy or budget to try new things

-Our sales and marketing leadership team is risk-averse and prefers program duplication with well-known results

-We are not that interested in "Net New Prospect Meetings", we all the business we need with current customers or the current pipeline.

The problem is:

-B2B Buying is changing dramatically

-Inbound marketing performance backed by BRDs is producing lesser results, the "Inbound Marketing" methodology is tired

-Sales and Marketing technology is exploding content clutter and buyers are disengaging

-Best-in-Class competitors are rapid evolving, testing and trying new things

-Vendor differentiation is getting harder

-Enhanced value add is now required to secure enterprise meetings

We will discuss this and offer solutions at Rapid7 in Boston on Jan 22

https://www.eventbrite.com/e/breakthrough-ways-to-get-more-prospect-meetings-tickets-83328336297?aff=S