Boomerang reposted this
Here is why I think Lead Prioritization is more important than Account Prioritization. 1️⃣ Buying center is not the same as buying team Sales typically will engage with 3-15 people in a sales cycle but they are a subset of the overall buying center. From a marketing perspective, we need to market to all of them including all title variations. Obviously, Past customer leads are great for sales teams! 2️⃣ Make all pipeline teams work coherently All pipeline generation teams from field marketing to SDRs should be taking the same insight through all channels in the right sequence. 3️⃣ Measuring engagement Having a unified view of all intent signals makes collaboration based on facts and not opinions How are you doing lead prioritization today? #B2B #Champions #GTM #ABM #AccountBasedMarketing #ABX #ABS #BuyingGroups #LeadPrioritization
