In his presentation, Scott Logan goes over ways that marketers can improve their pipeline. He proposes using new, efficient technology to book meetings, and also using those meetings as a shared leading indicator between sales and marketing teams. He provides data that lead chasing is inefficient and provides the alternatives.
Scott Logan is the VP of Marketing at Kronologic, a software company that uses AI-automation to book calendars with revenue focused meetings. Scott has helped companies grow in various positions, and has years of experience working with demand gen.
“Is this lead chasing providing a good buying experience?”
“80% of technology buyers are MOST annoyed by being ‘lead chased’ with calls and emails when booking a meeting”
“The meeting is the only leading indicator that overlaps all three teams.”
- Identify the reasons that goals are ultimately not met and coordinate corrective actions between marketing and sales.
- Pipeline and ROI relies too heavily on SDRs
- Book meetings in efficient ways, using meetings as a leading indicator shared by marketing, SDRs, and AE.