On average, Sales Development Reps must make 18 cold calls for each short conversation, but only a small fraction of those convert to Sales Qualified Leads (SQLs).
For one client, we scheduled 24 Account-Based Marketing VoC calls and connected with 20 decision-makers for 45 min each. From that we converted 7 to MQLs and 7 to SQLs (35%).
Events are out, but VoC is in and driving excellent results. We can’t meet with decision-makers, they’re ignoring our emails, and they won’t take cold calls. What they WILL do is a Voice of the Customer call, but only if done correctly. Here’s an example: For a leading tech firm, using our 50K+ decision-maker network, we scheduled 24 marketing (not sales) VoC calls with CxOs and completed 20. We asked in-depth questions about their firm and challenges, and then spent 45 minutes reviewing “messaging concepts" to gain their feedback. Using cutting-edge neuromarketing, we also tacitly pre-sold them on solutions. Out of 20, 6 were not interested, 7 were but not quite ready (MQLs), and 7 converted into SQLs (35%). All for less than the cost of a small event. We have dozens of similar examples, as validated by the quotes below from our clients. We can either lament our forced situation, or turn lemons into lemonade. Let's discover how we can do that together...
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