Does the first lead finish last?
Second Lead Syndrome (SLS) is a complex phenomenon within many B2B sales and marketing teams. In its simplest form, SLS occurs when these teams assign the first qualified lead from a new account too much amount of value – and neglect second leads and beyond.
As with many process and culture challenges, they have many knock on effects, and you can’t simply weed-out problems – you need to take holistic approaches. But by taking advantage of capabilities in emerging tech, a complete reversal can be simpler than you think.
Most organisations might be unaware of SLS itself, but are all too aware of its impacts:
•Missed revenue opportunities.
•Incomplete account engagement.
•Unbalanced demand management.
In this eBook we explore the drivers and impacts of SLS within many B2B sales and marketing teams, as well as how the changing buyer group is placing a new strain – one that SLS is intensifying.
And, most importantly: how you can turn the tables on SLS with one simple implementation, and help your sales and marketing teams go from shortfall to success:
•Enhanced Account-Based Marketing.
•Deeper and broader exposure in accounts.
•Sales and marketing in complete synchronization.
•Analytics that predicts, enables and proves your success.
Turn Second Lead Syndrome into your
B2B differentiator.
Turn Second Lead Syndrome into your
B2B differentiator.