Host Neeta Bidwai deep dives into a 2-part episode explaining why traditional lead generation models are failing, and what to do about it. You can find the full episode & slides on the Good Revenue Youtube channel.

Part 1: Neeta analyzes the complexity, inefficiency, and unpredictability of moving prospects through traditional lead generation funnels. Key frameworks such as 'Predictable Revenue,' 'HubSpot's inbound methodology,' and 'SiriusDecisions' are examined to illustrate their evolution and limitations in today’s crowded market. Significant challenges include higher acquisition costs, complex media landscapes, and a shift in media consumption. Customer dissatisfaction is rising, and there's a notable shift towards self-serve purchasing, rendering traditional sales interactions less desirable. Declining capital efficiency in enterprises is also an important factor driving the critical need for business models that can adapt to these new market conditions. These structural issues have massive implications for go-to-market: the data shows a significant portion of sales efforts fail due to buyer indecision, suggesting a need for sales teams to shift from pushing for urgency to ensuring buyers feel secure in their decisions.

Highlights:

00:44 Current Market Challenges

02:33 Understanding Lead Generation

03:36 Frameworks and Models

05:06 Predictable Revenue and Salesforce

08:04 Lead Generation Assumptions and Challenges

11:23 Customer and Market Dynamics

19:45 Sales and Buyer Behavior

25:14 Conclusion and Recommendations

Resources:

Full episode video & slides (Youtube)

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Where to find Neeta:

https://www.linkedin.com/in/neetabidwai/

Where to find Good Revenue:

https://goodrevenue.io/goodrevenue 

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