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$200M Founder's Unusual Approach to Relationships
Leveling Up with Eric Siu
Prioritizing Conversations Over Automation
Early automation in marketing and sales may lead to a lack of understanding of the steps that drive conversions. It is crucial to prioritize conversations with leads before automating processes. By creating opportunities for direct engagement, such as plain text emails prompting responses, more meaningful interactions can occur, leading to higher conversion rates. Scaling automation should only be done when necessary, with a deep understanding of how to generate demand and engage in valuable conversations. Incentivizing BDRs who play a key role in marketing and sales activities is important. BDRs reporting to marketing can facilitate a focus on demand generation, while structuring teams to respond to leads quickly and engage in chat interactions can improve customer response times and increase conversion rates.
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