Repeat customers produce 41% of revenue, according to Forrester.
Yet B2B marketers spend nearly all their money on lead gen.
Jay Baer at Convince & Convert calls it a Ponzi Scheme.
The fault lies with senior management: it makes lead gen marketers' key performance indicator.
Baer hopes "all B2B marketers muster the courage to look beyond the monthly and quarterly sales-qualified leads numbers that dangle over their collective necks like a guillotine."
Yet B2B marketers spend nearly all their money on lead gen.
Jay Baer at Convince & Convert calls it a Ponzi Scheme.
The fault lies with senior management: it makes lead gen marketers' key performance indicator.
Baer hopes "all B2B marketers muster the courage to look beyond the monthly and quarterly sales-qualified leads numbers that dangle over their collective necks like a guillotine."
You should spend more marketing money on retention.
Just a heads up.
