A long time ago, in a galaxy far, far away, I was a content strategist at IMPACT who served two masters. I worked with our client services team to help optimize processes, and I supported the brand team (IMPACT’s in-house marketing department). Then, I got a virtual knock on my door. “Liz, you’ve been killing it with what you’ve been doing for us so far, but we need you to go be a content strategist and marketer for the sales team,” the IMPACT leadership team told me. “We have big goals and big projects that require your help.” Because I strive to be a team player who understands that, sometimes, you’ll need to pull up your big girl pants and do the job that’s needed, I said yes. I was on-board and ready to do the work. On the inside, however, I was mentally kicking rocks, like a poutier, whinier version of Charlie Brown.
Every business—well at least 99% of them—would prefer to have a richer sales pipeline full of qualified leads that are truly interested in your product or service. Over the last 7 years, I’ve given about 350 presentations to audiences big and small, discussing today’s digital buyer and the way things have changed so dramatically for sales and marketing over the last decade. But in a surprising number of cases, many businesses (at least their sales departments) still believe the internet produces “bad” leads—be it unqualified, bad fit, etc.