The 3 Reasons Why Your Lead Gen Will Die In 2022 (and what you can do about it).

This may be a bold prediction.

But there are three good reasons to suspect it may be right.

Why?

Because in 2022 is the year when three megatrends will be converging.

Here they are:

1. Apple and Google have been busy killing off your top 3 sales lead and demand gen methods.

Following the latest updates by Apple and Google, cold calling, email campaigns, and browser tracking are all endangered species now.

In IOS version 15 there is a new feature, called "Silence Unknown Callers". It is a new feature in IOS V.15. You get to it by navigating Settings -> Phone -> Silence Unknown Callers

It does exactly what it says.

It mutes any calls from phone numbers that are not listed in your Contacts directory and then sends them to voicemail. There is no ring tone and no vibration. Unless you happen to be looking at the screen at the very time someone unknown calls, you won't even know they called.

Bam! Your cold calls now go unanswered.

As for emails, Apple has released something called Mail Privacy Protection (MPP).

It stops senders from collecting information about the recipient. According to Apple, the new feature helps users prevent senders from knowing when they open an email, and it masks their IP address so it can’t be linked to other online activities, or used to determine the recipient's location.

Sellers will now not know whether a bot or a person opened their emails. You will end up with vastly exaggerated Email Open rates.

The effect for sellers is that the tried and trusted metric of Email Open Rates has just become hugely unreliable.

The future for Click-Through Rates (CTRs) is also not looking rosy. Anecdotal evidence suggests that these metrics are also becoming enormously exaggerated.

The result being that the hot lead you thought you had, may not be hot at all.

Browser tracking is also becoming an endangered species now. Apple says its Intelligent Tracking Prevention (ITP) is hiding the user’s IP address from trackers. This means they can’t use the user’s IP address as a unique identifier to follow their activities across websites, preventing them to build a personal profile about?them.

What will be the consequence?

Lead quality will dive.

So, there you have it. Cold calling, email blasts and browser tracking have become either completely defunct or rendered unreliable. So much for the era of data-driven sales and marketing.

You can read more on this subject at https://lnkd.in/gEFCBQK8

2. Modern Buyers still love to buy. But they now really hate being sold to.

In reality, buyers have never liked being sold to. One reason this sentiment is now really coming to the fore is that the pandemic has further heightened buyers' sensitivities. They are no longer putting up with unsolicited and often poorly focused sales pitches.

Buyers have been responding with their "delete", "disconnect" and "unfollow" buttons in droves. Which means reaching them and ENGAGING them in a meaningful way has just become a lot more difficult. No wonder tons of reps are struggling to make their quota.

Your mar-tech stack has made it super-easy to reach out to just about anyone in huge volumes.

But the relentless outreach has turned buyers off, making it now super-difficult to ENGAGE them into a meaningful business conversation.

Take yourself as an example:

Do you enjoy being spammed with irrelevant emails? Bombarded with random cold calls? Do you like being lured into accepting someone's LinkedIn invitation, only to be?pitch slapped?

Right. Neither do your customers and prospects.

So, what do buyers want these days?

Modern buyers want sellers to understand their business opportunities, risks and challenges. They expect to be educated, guided and helped to make informed buying decisions.

You simply can not achieve this at scale with the usual spammy outreaches. That numbers game has been fought is increasingly being lost.

Isn't it time that sellers wake up to this new reality? Is it time to change the game and give buyers what they want?

Astute sellers are adjusting their sales engagement approach to the new buyer demands.

After all, there is a logical sequence to winning new buyers and closing more deals now.

This is it:

1. Understand WHO your ideal prospects and buyers are.
2. Know WHERE you can find them.
3. Know how to reach out and - crucially - ENGAGE your buyers.
4. Draw them into a meaningful business conversation.
5. Know how to beat off your competitors.
6. Understand how to win the deal.
7. Know how to turn your customers into repeat business.
8. And, finally, turn your repeat customers into advocates for your business who refer new business to you.

This is a structured, modern, buyer-focused selling framework to enable your reps to hit the ground running from day 1 and - at the same time - give your customers a 5-star buying experience.

For more details on how to do this, see: https://lnkd.in/gGaXJcX

3. The predominant "traditional" selling model is ageing. In fact, it is now more than 120 years old.

It even precedes the Internet. It is time for a new model.

You see, the sales model you are probably still using right now was originally invented in 1898.

Yes, in 1898.

That is way before the Internet, and a full 10 years BEFORE Henry Ford released his Model T.

A lot has happened in 120 years.

Heck, a lot has happened in the last two years alone. Buyers have changed, but sellers have not.

What's needed is a new, modern, effective, scalable and proven selling model. One that switches your focus from what YOU sell and how YOU want to sell it, to your BUYERS and how they want to BUY from you.

It's like upgrading from a 1898 model automobile to a Tesla.

It is time for a sales upgrade.

But where do you start?

Start by assessing your current selling model to understand your immediate opportunities for improvement, and where you can get help.

Click on the image below to start...

Click on the image to start your journey.

The Conclusion

Sellers can't just keep doing the same thing and expect a different result.

Change your game now.

Over To You Now

What are your thoughts on the above? Please have your say in the comments below.

Thank you.

About

Peter Strohkorb?is the Founder and Principal of?Peter Strohkorb Advisory, the international Sales Acceleration Advisory firm with a growing list of clients in the b2b services and tech space in the USA, in Australia and in the UK.

Our motto is "More Sales, Faster" and that is exactly what we deliver to our clients.

Let's talk about how you can update your sales.

Contact

Phone AUS: +61 (0)411 865 301??|??[email protected]

Phone USA: +1?(628) 246-1242??|?? peterstrohkorb.com