How do you deal with decreasing number of leads for Sales today?

What is the middle ground of the intense discussions between CMOs and VPs of Sales on the number of leads that Marketing should give Sales?

Face it – decreasing number of well qualified leads is a prevailing trend across countries, companies and industries. You will have less leads today than you had 3 years back – and you need to run faster to keep up the pace. Competition has intensified, prospects know more about you before you reach out to them, and they are tired of your outreach.

It’s not the story of looking at the ‘top of the funnel’ in isolation anymore. It is about what’s happening inside the funnel. Are you nurturing your leads with intelligence? How do you know what stage the prospect really is in?

Artificial Intelligence not the answer. AI Sales Software companies are struggling to generate leads for themselves! It needs to be a person with a phone and email who has strong research skills and is able to empathise with the prospect, irrespective of whether they will buy or not. They need to be able to provide something of immediate value – from within or outside the company.
Only then do you stand a chance of making a real pipeline!
#sales #CMO #leadgeneration #b2b #marketing