What is the most important thing for a Marketeer/ Demand Generation firm to get qualified opportunities today?

Ditch the Budget & Timeline – focus only on Authority & Need! 

The one thing that all growing companies look for is to have frictionless & authentic conversations with prospects with a ‘searing pain’ that marketeers could solve. 

But what is the thing that derails marketeers and demand generation firms as they try to help them? 

1. Trying to get a budget commitment from them before they have understood how marketeers and demand generation firms can help them!

2. Trying to artificially impose newly designed sales timelines on their buying cycles! 

Generally, leads are qualified on the basis of:

#B – #Budget 

#A – #Authority 

#N – #Need 

#T – #Timeline 

Today the B, the T have fallen off. 

The sales cycle is no longer a linear curve. It is a back & forth Brownian motion. Budgets can be procured or lost in a whiff. And the best-laid timelines will fall by the wayside. 

The only thing you need is to get the passion + interest of senior buyer(s) – who have the searing need for your solution – the rest will follow! 

So you live & die by the Budget & Authority you deliver in your leads!

#sales #strugglesinsales #leadgeneration