Why is all of this important?
I'm in the middle of preparing a presentation to be given to some software CEOs and it made me pause to think again as to why the concepts I discuss in my blog are so important to software companies. The reasoning is found in these 4 assertions:
1) Leads are the engine for driving sales growth in the software industry.
2) Most leads are generated when buyers conduct research. (As MarketingSherpa noted in a recent study, 4 out of 5 B2B buyers claim THEY find YOU. So you better be where they are looking.)
3) Most software product research is now performed online.
4) Many (I'd guess it is the vast majority but I have not performed a rigorous study) software marketers/salespeople do not employ proper lead generation and management practices.
I don't know of anyone who disagrees with any of these points, but if you do I'd love to hear from you.
So how do we fix #4? I hope my blog is a small piece of the answer.
1) Leads are the engine for driving sales growth in the software industry.
2) Most leads are generated when buyers conduct research. (As MarketingSherpa noted in a recent study, 4 out of 5 B2B buyers claim THEY find YOU. So you better be where they are looking.)
3) Most software product research is now performed online.
4) Many (I'd guess it is the vast majority but I have not performed a rigorous study) software marketers/salespeople do not employ proper lead generation and management practices.
I don't know of anyone who disagrees with any of these points, but if you do I'd love to hear from you.
So how do we fix #4? I hope my blog is a small piece of the answer.
1 Comments:
Perhaps one of the reasons many marketers and salespeople don't "get" lead generation is because of the often strained relationship between Marketing and Sales. A company can have the best lead generation software and highly trained employees, but it won't help if marketers and salespeople can't communicate. This communication is essential to the improvement of the lead generation process.
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