#general
Thread
Help...sales team is at it again. Why can't we reach out to someone right after they download an asset? Why should we wait? Do we really need this MQL process?
Anyone have any studies (preference for niche b2b), that validates the nurture purpose. That education doesn't equal conversion? Really tired of this quarterly conversation. 🤯
What does your own data say?
Have you tried asking the sales team how they’d feel if they downloaded an asset and someone reached out to them immediately? Seems like if they could understand the user’s experience, this would be a non-issue.
Oh, I've tried! @Antonio
We haven't let them do it yet @Cassandra Jowett 🙂
Agreed that this is likely a sales and marketing alignment issue that ideally should be resolved at the VP Marketing and VP Sales level, not between content marketers and salespeople.
The marketing team as whole may need show their work to sales around how they're nurturing prospects to turn into leads (simply publishing content isn't enough). What does happen after someone downloads a content asset?
Also, are there any assets in your inventory that would warrant a call immediately after download? Like a buying guide or other bottom of funnel assets? Taking a "some not all" approach might both make sense from a buying journey perspective and also satisfy the sales team.
Also, do you use lead scoring or any other kind of threshold to determine when someone might be more interested than casually downloading a single piece of content? Lead scoring isn't perfect, but it can help put some guardrails on sales contact so only the most engaged people are receiving sales outreach.