Hello World

Are you still running the 2015 SDR, Outbound, and Intent Data playbook?

If you’re getting tired of funding a SDR team to get more pipeline. Then it means you don’t have Demand Acquisition.

If you’re wondering why you’re spending so much on “Intent Data” and Shared Leads. And you’re wondering why the win rate is so low on them. That means you don’t have Demand Acquisition.

If your team is still downloading contacts from ZoomInfo, and then spamming them using Outreach. It means that you’re still using the 2015 Playbook.

If your sales team is starving. If your pipeline coverage is low. And the only answer your VP of Sales has is to “try harder.” It means that you don’t have Demand Acquision. And guess what, its not his fault. It’s yours.

And most importantly, if your answer to “Marketing” is to hire a Ghostwriter that writes for you on LinkedIn with cheugy selfies, getting you a bunch of likes from that one employee, and your friends, oh and your Mom, but getting you zero leads. It means that you don’t have Demand Acquision.

There’s two distinct ways drive growth for your company today.

PUSH: You can go PUSH into your Ideal Customers: SDRs, Cold Emails, Pay for Shared Leads that your competitors also get (G2, 6Sense, etc).

PULL: You can stand up a true Demand Acquisition engine and PULL your Ideal Customers to come to you early in their buying journey, build trust with you, get educated by you, and become the vendor of choice well before a zombie 2015 “intent data” platform detects that they might be “in market.”

What’s your scaling strategy?

PUSH? Or PULL?