19: Fixing Lead Quality
Lead quality is probably the number one beef that sales teams have with marketing. Most lead gen strategies are focused on capturing as many leads or "MQLs" as possible. This leads to driving leads that simply aren't ready for sales. This week's episode we discuss how marketing can help dive better leads through a demand gen strategy rather than lead gen. Additionally we discuss how marketing can solve for the top 5 reasons sales says leads are not qualified: 1) Problem Awareness - Ahh we don't need that. 2) Buy In - Your solution isn't the right one 3) Authority to Purchase - My boss has to approve this 4) Budget - We don't have the budget or don't see the value. 5) Timeline - Now isn't the time
Lead quality is probably the number one beef that sales teams have with marketing. Most lead gen strategies are focused on capturing as many leads or "MQLs" as possible. This leads to driving leads that simply aren't ready for sales. This week's episode we discuss how marketing can help dive better leads through a demand gen strategy rather than lead gen. Additionally we discuss how marketing can solve for the top 5 reasons sales says leads are not qualified: 1) Problem Awareness - Ahh we don't need that. 2) Buy In - Your solution isn't the right one 3) Authority to Purchase - My boss has to approve this 4) Budget - We don't have the budget or don't see the value. 5) Timeline - Now isn't the time