Revolutionizing Lead Quality: Transforming the Marketing-Sales Pipeline for Success 💪📈🚀 💥

This issue has persisted for far too long: Marketing provides sh#tty leads to sales. 💩 For years marketers would say that sales don't respect all of their hard work. And when leadership insists that sales follow up on these leads, it often results in sales professionals facing the chopping block, being fired, due to marketing's shortcomings. 🔥Company leaders were and many still are obsessed with marketing creating MQLs (marketing qualified leads).

Look at this SBI, The Growth Advisory cover from 2017📘(See the full cover in comments) of marketing dumping hundreds or even thousands of leads (metaphor of fish) for waiting salespeople to follow up on. Sales professionals at most companies understood that the leads were crap and didn't follow up on them, if they did, it might lead to them getting fired! 😞

Didn't anyone in leadership track the success rates of the MQLs? How many actually converted to business? Maybe sales have a right to complain? And GTM leaders wonder why there isn't alignment between marketing and sales? 🤷♂️🤯

But let's shift gears and come to a solution to this age-old problem. Forward-thinking business leaders seeking a competitive edge recognize the power of collaboration. Imagine marketing, sales, and customer success working seamlessly as a team, all focused on customer success and prioritizing the customer's best interests. 🏆

The solution lies in "team helping", not selling. To achieve this, as I talk about in my latest book, "BROKEN - How To Fix B2B Sales, Drive Profitable Growth & Win", consider transforming marketing, sales, and customer success KPIs, compensation, and goals into buyer-centric metrics. All focusing on precisely the customers you can truly assist. After onboarding, ask customer success team members: "Was this a good fit for our company?" Continuously engage with customers, seeking ways to enhance their experience. Track retention rates. 📋

By aligning marketing, sales, and customer success, and all your GTM teams, around these buyer-centric goals, you'll witness remarkable results: higher retention and expansion rates, translating to increased revenue for the company. 💡📈 Everyone understands that they're part of a cohesive team dedicated to helping customers thrive. 🤝

No more bringing in ill-fitting customers just to meet arbitrary quarterly goals! 🚫 And yes, the cost of acquiring the wrong type of customer is substantial. And more individuals succeeding helps improve retention rates of team members too, your internal customers! All hugely help the company's bottom line!

Let's brag about this transformation on social media: "No commission or revenue breath here! Your success, not just dollars, drives our team. We prioritize you over everything else. Come have a chat and feel the game-changing difference!" 💪📈💥🚀

#customercentric #customercentricgrowth #customercentricgtm #customercentricity