Leading marketing and sales teams are shifting from focusing on the activity of one person to thinking about the Buying Group. Learn what a Buying Group is and the value of looking at more than one persons activities at a time.
Thanks for sharing this article, Ayal. I agree entirely about the deficiencies of MQLs. Preoccupation with generating MQLs probably wastes more marketing money and effort than any other single cause. If companies were to track how many MQLs actually convert to revenue, most will find the number is less than 1%. The juice is not worth the squeeze. Yet companies keep squeezing harder.
Ayal thank you for this insightful article. You have so clearly articulated the importance of focusing on the Buying Group and where to look for signals of intent (buying patterns).
Thanks for sharing this article, Ayal. I agree entirely about the deficiencies of MQLs. Preoccupation with generating MQLs probably wastes more marketing money and effort than any other single cause. If companies were to track how many MQLs actually convert to revenue, most will find the number is less than 1%. The juice is not worth the squeeze. Yet companies keep squeezing harder.
Ayal thank you for this insightful article. You have so clearly articulated the importance of focusing on the Buying Group and where to look for signals of intent (buying patterns).
Another great article, Ayal!