Please stop nurturing #TOFU #leads with a push to a #demo!  It does not work!  An #SMB has many top of #funnel leads. We can call them #MQLs, and what they usually want is to push them down to a demo #call.  They use all kinds of offers and benefits for that demo call until you meet with a golden fish that will grant you any wish. What comes as a #result?  As a result, you achieve nothing. Those leads who never wanted to get to a demo will unsubscribe to stay away from your pushiness. A big part of those you will persuade to a demo call will churn because they were expecting a goldfish and not an AE. Some of them will still buy but guess what? Your conversion from MQL to demo will be like 0.56%. First of all, the usual lead gen #approach is not a very good model, it is still working in older markets, but #demand #generation is a stable trend. I would advise you to switch to demand gen. It is going to be a tough switch; you might experience the following symptoms: loss of control  loss of attribution  loss of MQLs  in some cases, SDRs might leave as well, along with some salespeople  But something good might happen, too: the loss of the need to nurture thousands of MQLs leisure marketing time you can dedicate to building the #brand  the time you can invest in thought #leadership And many other pleasant surprises.  It will be challenging, but you might want to try it. Who knows, maybe you will have time to work on your personal #Linkedin brand as well? Oh, and that will benefit the company you work in.