Doctor, Heal Thyself! Why companies are unable to diagnose their own demand generation challenges


B2B Demand Generation | Why Outside Experts are Needed

Companies lack the ability to diagnose their own B2B lead generation shortcomings and challenges. DoctorThat is clear.

From a post by Howard Sewell of Spear Marketing Group – talking about a new client: You can read the full post at Segmentation, Social Media Drive Lead Nurturing Success

“ABC had very specific objectives for its lead management program, primarily improving the efficiency with which the company filtered, qualified and responded to an ever-increasing number of inquiries.

At the behest of Spear, however, the engagement kicked off with a half-day “discovery” session intended to lay bare the way in which the company generated, managed, nurtured, and converted leads.”

Take a look at those bold words. The client thought they knew what they needed, but Spear Marketing convinced them to back up and do their homework first. They needed to first “Lay bare” the process the company was using.

Would that company have done that without the “behest of Spear?” Could they have “laid bare” their existing processes without Spear? The answer is almost certainly NO.

Here’s the marketing take-away. Companies, like the one here, cannot diagnose themselves. Before you try to fix challenges, you must uncover root causes.

This is why companies need to reach out to companies like Spear Marketing, AcquireB2B, Nuspark Marketing, Pointclear or even Find New Customers. Only these companies can deliver the objective advice needed to uncover and cure root causes. They know what questions to ask and what prerequisite steps are needed.

Companies trying to do it in-house suffer from the “Doctor, Heal Yourself” problem. As the saying goes “A doctor who treats himself has a fool for a patient.

What do you think? Do you agree that companies are unable to diagnose themselves? We love comment and those who share.

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Jeff Ogden (@fearlesscomp) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.

“If more companies listened to (Find New Customers) a lot more would be sold.” Dan McDade, Pointclear.

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