How to Get a Lead in a Sales Conversation, Right?

There are marketing teams right now, in 2022, that completely rely on software-based attribution to guide their strategy. Because of this, they only see where demand is being captured (Organic/Paid Search, Direct Traffic, etc) and they never see where the demand is being created. They try to build communities. They try to do a podcast. They try organic LinkedIn content. But what inevitably happens is they don't see any clearly tracked measurement in their attribution software that maps back to those activities. So what happens? The programs get deemed ineffective and terminated. The problem is, all the things that were just mentioned are demand creation programs and attribution software is not able to track demand creation activities. In this episode, Chris talks about why there is a huge lack of innovation in B2B and how old attribution mindsets are playing a huge role.