I've seen companies base their marketing qualification scores purely on website activity. If a lead signs up to download 9 of 10 pdfs they get scored as a 9 out of 10, that sort of thing.

Try this instead.

Get your leads on a call with one another. Let them talk to each other about the problem. Encourage them to share stories with each other.

Say welcome. Then be quiet.

You'll get a much clearer idea of which ones are qualified and how to score other leads.

#b2b #marketing #sales

Your silent leads might just be bored.

How many leads do you have languishing in your CRM?

They were once interested. But over time they stopped responding.

Did they fully understand your offer and decided they don't need what you have?

Or did they get tired of reading basically the same old thing from you - now it's a blog post, now it's a pdf, now it's a webinar?

Try something different.

#sales #community #marketing
https://www.linkedin.com/in/aldwin/

One of the attendees at an Executive Roundtable told me:

"The problem is difficult to solve, and there's no end to the amount of money and energy you can spend on it. I come to these meetings to get a sense of how other companies are making this decision."

I'm paraphrasing to leave out private information. But I think you can see the kind of unique value an Executive Roundtable can deliver.

Try it out.

#sales #b2b

Get to the part about me.
#marketing #sales

Detail of Menzel painting of yawning man with caption "4th sales deck slide and you're still talking about your company"

They downloaded the pdfs.

They signed up for the webinar.

They even had a call with sales.

But your lead's gone silent, and frankly, you're a little worried about them.

Let's talk about it.

I'm doing a thing I'm calling WIP Wednesday.

If you want to chat about your work in progress, specially about waking up silent leads, DM me here or over on LinkedIn: https://www.linkedin.com/in/aldwin/

Chances are good we'll have an interesting chat.

#WIPWednesday #b2bmarketing #b2bsales

Here are a couple of reasons why you should be silent during the peer conversations you set up for your stuck leads and customers:

1. When you say nothing and listen, you learn more. You're hearing them speak to their peers. This stuff is gold.

2. Because they value the peer-conversation experience you're providing them in this peer conversation, they start to value you and your company more than before. Trust you even.

#sales #marketing #peertopeer #executiveroundtable

When you're setting up an Executive Roundtable or any peer conversation, why does the peer relationship matter to making the conversations great?

When attendees see other people at about the same seniority level as themselves, from their own work area, they can assume a kind of level playing field when it comes to discussing the problem at hand. People can get down to discussing the problem right away.

#sales #marketing #peertopeer #events #executiveroundtable

What do you do when your leads go silent? They used to be engaged but now they don't respond to your pdfs, email, webinar invitations, phone calls.

I've been hosting virtual meetings where I invite them to talk to each other about a problem my B2B clients solve, and it's really helped.

What are you trying?

#b2b #sales #marketing

How much money have you spent on lead generation?

I know, I'm asking some uncomfortable questions here. 😱

If you look at all the silent leads, the sleepy leads, the leads that don't talk to you anymore...how much have you paid to generate those leads?

How much have you paid for the search campaigns, the ads, the events, the collateral, the staff time to get those leads to sign up for your emails?

#b2bmarketing #b2bsales