In the chaos of the marketing and sales tech stack, it is easy for marketing management to be misled into thinking the prospect’s experience is taken care of by the CRM system, Marketing Automation, a dash of AI and eventually salespeople, but this isn’t the case.
Author, sales guru, and lead generation professional Dan McDade, is our guest from Prospect-Experience and he discusses the over-looked field of prospect experience management. McDade says this failure is needlessly costing companies 10-20% of closed sales every month. Dan makes the point that marketing takes short-cuts in thinking that an individual prospects needs can be addressed by automated systems.
In this episode McDade covers the 12 over-looked aspects of the prospect experience which is costly to those that think that Customer Relationship Management and Marketing Automation provides the prospect with all they need.
Yes, McDade says Marketing Automation, properly used can increase sales 300% over non-users of MA. However, he does a throw down challenge to consultancies that say the prospect has done 70% of the work in buying before ever talking to a B2B sales rep. I guess it is the 2nd big fat lie.
McDade has a history of knowledge in the sales lead management and lead generation fields having been the CEO of PointClear for 20 plus years. He is now the managing partners of Prospect-Experience which solves the weaknesses in B2B companies he sought to repair when the leads he created for clients went begging for attention from his clients sales and marketing people.