Udi Ledergor 🏳‍🌈’s Post

Did you know competitive mentions can actually INCREASE win rate when they are mentioned early in a deal cycle? These are some of the types of ready to use reports from Gong that can provide impactful insights into tailoring your clients GTM strategy, and your own. If you're curious how to replicate this type of analysis, or the impact this can have across sales, marketing, product, and other teams - let's chat. #sales #gtmstrategy

Sales and marketing have been caught in a loop where increased marketing activity is justified by more sales resources and vice versa. This cycle often leads to inefficiency and inflated costs, especially in times of soft demand. 🎯 The Solution: 1. Rethink the Martech Stack 2. Assess Outreach Frequency 3. Lead Routing and Results 4. Evaluate Headcount 5. Focus on Conversion: 6. Refine Your Ideal Customer Profile (ICP) 7. Scrutinize Everything 🚀 The Outcome: By adopting this collaborative and scrutinized approach, both sales and marketing can become more efficient and effective, leading to better performance, reduced costs, and greater success. #SalesAndMarketing #BusinessStrategy #B2BMarketing

Strong point here on digging hard for leading indicators in marketing metrics measureent and quantifying the relationship between the leading and lagging indicators that drive business frowth.

Sales vs. Marketing: The Battle Rages On ~ Available To Stream in Q2 ~ Sales: "Ugh, more unqualified leads! This is a waste of my time." Marketing: "Hey, at least we generated a ton of leads this month!" Sales: "Quantity doesn't matter if they're not the right fit! We need leads who are ready to buy, not just click happy!" Marketing: "But you never give us clear buyer personas! How can we target the right audience without that info?" Sales: "Look, our ideal customer is someone with X, Y, and Z. It's not that complicated!" Marketing: "Great, but have you considered their pain points and buying journey? We need to nurture them, not just throw sales calls at them." Sales: "Fine. But our messaging needs to be clear and concise. Those display ads you guys ran were confusing!" Marketing: "We A/B tested different versions! The data said the creative resonated with the target audience." Sales: "Data is great, but it doesn't tell the whole story. Talk to real customers, see what resonates with them!" This constant back-and-forth is a sign of sales and marketing misalignment. Wasted Resources… Frustrated Customers… Missed Revenue Targets… Let's fix it! Ready to bridge the gap and turn your sales & marketing into a growth engine? Let's talk about creating a customer-centric strategy that drives results. #salesandmarketing #alignment #growthstrategy

Are your marketing tactics pushing prospects away? Imagine this: Mary, a marketing director at a B2B company, noticed a worrying trend. Despite more downloads and sign-ups, sales were flat. Feedback? Overwhelming sales pressure right after initial engagement. She knew something had to change. Here’s what Mary did: Shifted her company's focus to understanding first, selling second. No more aggressive pitches right after a whitepaper download. Personalized the approach. Tailored follow-ups based on specific issues each prospect faced. Asked for permission before handing off to sales. Ensured all sales communications were welcome and expected. Provided value in follow-ups. Sent emails enriched with tips and best practices related directly to prospects’ interests. Six months later? Prospects felt understood, valued, and sales conversations turned more productive and receptive. Mary’s strategy wasn’t just about changing tactics; it was about respecting the buyer’s journey and building trust first. Does your marketing respect the buyer's journey? #demandgeneration #marketingstrategy

Like how marketing teams use funnel stages, sales teams identify buying committee members. ~ 2 𝘮𝘪𝘯𝘴 𝘳𝘦𝘢𝘥 𝘧𝘰𝘳 𝘉2𝘉 𝘚𝘢𝘢𝘚 𝘔𝘢𝘳𝘬𝘦𝘵𝘪𝘯𝘨 & 𝘚𝘢𝘭𝘦𝘴 𝘛𝘦𝘢𝘮𝘴 Marketing assets aligned with funnel stages provide a macro view of "x no. of leads based on purchase intent". Funnel stages based on intent are classified as: - ToFu = low intent - MoFu = average intent - BoFu = high intent For sales teams, enriching leads based on buying committee members offers a macro view of "y number of deals based on deciding authority". Buying committee members based on authority are classified as: - End User = low authority - Champion User = average authority - Decision Maker = high authority (This perspective varies based on your business's operational model. In a PLG company, for instance, the end user may have the authority to influence the decision.) 𝐖𝐡𝐲 𝐭𝐡𝐢𝐬 𝐥𝐞𝐧𝐬 𝐯𝐢𝐞𝐰?  Beyond flaunting improved leads or deals, you gain realistic insights. For instance: 1. If it's the low-intent leads that have improved, then 𝐭𝐡𝐞 𝐥𝐞𝐚𝐝𝐬-𝐭𝐨-𝐜𝐨𝐧𝐯𝐞𝐫𝐬𝐢𝐨𝐧 𝐩𝐞𝐫𝐜𝐞𝐧𝐭𝐚𝐠𝐞 𝐢𝐬 𝐥𝐢𝐤𝐞𝐥𝐲 𝐭𝐨 𝐛𝐞 𝐥𝐨𝐰. 2. If it's the low-authority deals that have improved, then 𝐩𝐫𝐨𝐦𝐢𝐬𝐢𝐧𝐠 𝐧𝐮𝐦𝐛𝐞𝐫𝐬 𝐢𝐧 𝐭𝐡𝐢𝐬 𝐚𝐫𝐞𝐚 𝐜𝐨𝐮𝐥𝐝 𝐛𝐚𝐜𝐤𝐟𝐢𝐫𝐞. Realistic numbers drive optimization efforts in both marketing and sales teams. 𝘗.𝘚.: 𝘐𝘵 𝘮𝘢𝘺 𝘣𝘦 𝘧𝘳𝘶𝘴𝘵𝘳𝘢𝘵𝘪𝘯𝘨 𝘵𝘰 𝘢𝘤𝘤𝘦𝘱𝘵 𝘳𝘦𝘢𝘭𝘪𝘵𝘺 𝘢𝘧𝘵𝘦𝘳 𝘮𝘦𝘢𝘴𝘶𝘳𝘪𝘯𝘨, 𝘣𝘶𝘵 𝘪𝘵'𝘴 𝘵𝘩𝘦 𝘣𝘦𝘴𝘵 𝘧𝘰𝘳 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴. #MarketingStrategy #SalesOptimization #BusinessInsights #BusinessVisibility #DataAnalysis

Two weeks ago I ran a poll to ask: Do you engage with a company because you like how they do things and then when you’re ready to buy, you do so with them OR do you simply look for a company that does what you need and buy from them there and then (after due diligence)? ❓ Answers: 25% - I like how you do things, so I’ll follow and buy when I’m ready 25% - You do what I want and I’ll buy now 50% - A bit of both 💡 Learnings: It’s clear that marketing efforts both need to engage and build long-term relationships with the communities it serves to create a pipeline of potential customers. BUT, it also needs to offer a dynamic, ease of purchase experience and be discoverable for those who don’t engage with ongoing marketing and simply want what they want when they need it. How does your marketing approach work to deliver the experience needed by these two types of thinkers and doers? BTW - this was a B2B poll. #b2bmarketing #marketinginsight #b2bcustomerjourney

Marketing can only generate an effective pipeline if it targets the same buyers as sales, but new research shows the overlap – even between brand and demand marketing – is often shockingly small. Marketing Week reports. #salesgen #leadgen #digitalmarketing https://hubs.la/Q024zhFR0

No matter how complex your product is, how large your buying unit is, or how long your customer journeys are. Marketing can sell it for you. There are 3 phases to consider: 1. Cold layer. 2. Warm layer 3. Pipeline marketing. - The cold layer is at the people who don't know you yet - The warm layer is the people who are familiar with you - The pipeline layer is for the accounts in a sales process - In the cold layer focus on problems and the category - In the warm layer focus on the product - In the pipeline layer focus on social proof Is this overly simplified? Yes - but thinking like this will get you pretty far. #demandgen

Industry research will tell you that 60-70% of your demand generation budget should go to sales. Leaving 30-40% for marketing. That’s too simplistic. To achieve rapid growth, you first need to isolate the message that resonates with your ICP (ideal client profile). That often occurs in the 1:1 conversations the sales team has with prospects. That’s where you put your budget first. Once you have isolated the messaging, redistribute funds so marketing can explode that message across the marketplace. That’s why the most successful companies are the ones where sales & marketing work hand and glove. They share the messaging and agree on personas. They don’t squabble over “we need outbound sales right now”, or “we need to launch this campaign right now”. They focus on honing the messaging first. #DemandGenBudgets #HoneYourMessage #OutboundSales