Because what you’re already doing isn’t working.
Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. Everyone complained that they didn’t have enough leads, or at least not enough qualified leads.
Wait, wasn’t technology supposed to solve that problem? Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs still aren’t making quota.
According to an Insidesales.com study, as reported in Forbes, 58.4 percent of salespeople in the U.S. attain quota, and about 65 percent of sales reps in Europe do so. What sales leader would find these stats acceptable? It’s obvious that existing lead generation methods aren’t generating qualified leads.
Why not? And how can a B2B referral program drive up those numbers?
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