Remove sales

Marketing Interactions

article thumbnail

Why Sales Shuns B2B Marketing Qualified Leads

Marketing Interactions

The sales folks who answered the post leaned toward the feeling that their time was valuable, and they weren’t inclined to waste it on those not ready to buy. Shouldn’t sending people who actively engage and show interest in solving the problem be the core qualification for a marketing qualified lead (MQL)? This is 2021, after all.

article thumbnail

Why B2B Marketers are Critical to Revenue Operations

Marketing Interactions

While the events I’ve attended and material I’ve read tend to apply the focus on sales as the central pivot for RevOps, I find that approach distracting for sales and a discredit to B2B marketers. This means they are better able to spot trends and engagement patterns (and gaps) that sales and customer success may not see.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Stop Asking B2B Buyers to Take Leaps of Faith with Content

Marketing Interactions

Sales says one thing, marketing messaging says another, and product marketing says something else. An early-stage lead downloads a paper that expands on the nature of the problem they’re looking to solve but then sales reaches out with a demo or meeting request – that’s the ultimate leap. 7 Places Where Leaps of Faith Happen.

B2B 149
article thumbnail

Why You Need to Revisit B2B Buyer Personas and ICPs

Marketing Interactions

These events in your target markets can quickly make your messaging irrelevant, rendering your marketing programs and sales plays ineffective. Only 16% of B2B marketers rate their current lead nurturing initiatives as excellent, per the 2022 Lead Nurturing & Acceleration Benchmark Survey. How to Refresh Your Buyer Personas.

article thumbnail

Why Buyer-Driven Qualification Beats BANT

Marketing Interactions

The way B2B companies qualify leads is based on what we want, rather than letting our buyers guide us. There’s also been a lot of talk and research showing that B2B marketers intend to make lead quality a higher priority than lead quantity. Case in point > BANT.

article thumbnail

Never Assume B2B Buyers Know How to Buy

Marketing Interactions

One of the assumptions that marketers and sales reps make when people show interest in your website, content, or booth at a virtual summit or trade show is that they’re buyers. Ultimately, buyers spend only about 20% of their buying process in conversations with sales reps. The Opportunity for Marketers and Sales Teams.

Buy 77
article thumbnail

Quit Poking the Bear with Gated B2B Content

Marketing Interactions

Because for a reason that may have worked decades ago when information was scarce, the powers that be cannot get past the idea that filling out a form constitutes a lead. Unless it’s a demo form—and sometimes not even then—filling out a form does not make someone a lead who is sales ready. That’s an increase of 47%.

B2B 62