In a recent post, I talked about the most important B2B marketing metrics to CEO’s or what I believe CEO’s should be measuring. All too often Marketing is measuring one thing while the CEO’s are asking a question those measurements don’t answer.
The biggest challenge for marketers is the quality vs. quantity tug-of-war. I think most realize quality leads are what sales wants (and the ones that will close) but the quantity of leads always seems to be top of mind with CEO’s which force marketers switch focus and bring in lots of leads instead of quality leads. What happens next? The CEO doesn’t see revenue (lots of leads don’t equal good leads) and then gets frustrated that marketing isn’t providing any ROI.
So, how do you build a lead generation program that generates quality leads, creates revenue, and meets your CEO’s goals? To answer this question I’ve invited Aaron Ross, CEO of PebbleStorm and the author of “PREDICTABLE REVENUE: Lessons Learned From Growing Salesforce.com’s $1 Billion Sales Machine.”
During the webinar you’ll learn:
- How to build a lead generation machine that will predictably generate leads month-after-month
- How to ensure sales follows up on every lead
- The two things CEOs care MOST about that you must understand
- A simple 6-step call agenda to help salespeople convert new leads into qualified opportunities
Get the slides (no registration required)