Why B2B Marketers Fail to Generate Sales | The Problem with SDRs I recently had a talk with a friend of mine who is really well-known in the #b2b space. In the talk, we discussed that she was angry about her SDRs which are put under #marketing. So she has to manage them. Her frustration was about the SDRs not showing the desired output and not booking 8 meetings a month. As a friend I kept my mouth shut but I was very frustrated about her lack of understanding, of how fudging hard it was to book a good meeting with a prospect that cares and comes to a meeting because of product interest and not other hidden motivations. First, there is a lack of context, salespeople need to have a lot of context when they reach out to today's buyers in order to get that "meeting". Second, putting a number next to a job well done aka "meetings" is a good mark but should not be the only way to you to measure SDR effort. I think it all comes from the lack of understanding of how modern "sales teams" should work and in today's buyer world, a meeting is nothing, just like "Impossible is nothing". An organization driven only by a #KPI how many meetings you have booked will definitely fail and keep on hiring the "ideal SDR". Marketing folks, if you get to manage SDRs, please show more humility and help them with more context, a reason for them to reach out to a prospect, be it a webinar invite or something. Always better than asking if you have " any need in X, Y, or Z products. #B2BMarketing #SalesGeneration #SDRStruggles #LeadGeneration #MarketingChallenges #ClosingDeals #DecisionMakers #SubjectMatterExpertise #ContextMatters #SalesTips