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Your Demand-Gen Strategies Have a Last-Mile Problem

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What You'll Learn:
- How B2C buying experiences have shifted the expectations of B2B buyers
- Best practices when evaluating technologies & processes to bridge the gap
- Which problem - inherent to siloed Sales & Marketing teams - drove the explosion of BDR/SDR teams over the last decade, and why it still persists

Published in: Sales
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Your Demand-Gen Strategies Have a Last-Mile Problem

  1. 1. Your Demand-Gen Strategies Have a Last-Mile Problem SALES HACKER WEBINAR @saleshacker Presented by
  2. 2. Hosted by: Aaron Bollinger Co-Founder & CRO, www.Kronologic.ai Scott Barker Head of Partnerships Sales Hacker Ben Parker Co-Founder & Head of Operations www.Kronologic.ai
  3. 3. Discovering the Last Mile Problem - A Personal “wow” moment Why the Last Mile Problem Matters Addressing the Last Mile Problem Agenda 1 2 3 4 Quantifying the Last Mile Problem
  4. 4. A father, winemaker, sales leader and former TV producer, Aaron is not satisfied unless he’s taking on a new challenge. He’s spent the better part of two decades selling technology solutions to the world’s largest brands from every stage of the company lifecycle; from pre-seed to IPO and every stage in between Aaron Bollinger
  5. 5. A former Division I Athlete, Ben delights in calculated risk and experimentation. Throughout his career, Ben has sat in B2C and B2B sales seats, recruited and lead sellers and Operations teams through technology overhauls, M&A consolidation and new revenue streams Ben Parker
  6. 6. Discovering the Last Mile Problem
  7. 7. Discovering the Last Mile Problem o How many leads just “slip through the cracks”? o What is the value in bookings of any given sales meeting? o In a perfect world, how many meetings would we be having? 1
  8. 8. Why the Last Mile Problem Matters o Our daily B2C experiences shape our B2B expectations o Lead deficit affects everyone o B2B Buyers expect more real-time engagement than B2C (80% vs 64%) o 42% of all B2B sales go to the vendor that engages first -insidesales.com 2
  9. 9. Quantifying the Last Mile Problem3 o Last Mile Problem = Average Value per Meeting x Lead Deficit o Average Value per Meeting = ACV x Pipeline Close Rate x Discovery Meeting-to-Opportunity conversion o Last Mile Problem = Leads per Channel - Meetings set x Lead Deficit
  10. 10. Addressing the Last Mile Problem4 o Explosion of BDR/SDR teams - 10x in 10 years o System still has same limiting factor - Headcount o Managing tools ≠ Revenue Generating Activities o Does this change help the seller focus?
  11. 11. The Last Mile Problem is almost always bigger than expected Timing is everything The tools you use should be made to help you (not the data warehouse) Key takeaways 1 2 3
  12. 12. Q&A Aaron Bollinger Co-Founder & CRO, Have Kronologic book a demo for us at Kronologic.ai Scott Barker Head of Partnerships Sales Hacker Ben Parker Co-Founder & Head of Operations

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