What You'll Learn: - How B2C buying experiences have shifted the expectations of B2B buyers - Best practices when evaluating technologies & processes to bridge the gap - Which problem - inherent to siloed Sales & Marketing teams - drove the explosion of BDR/SDR teams over the last decade, and why it still persists

1. Your Demand-Gen Strategies
Have a Last-Mile Problem
SALES HACKER WEBINAR
@saleshacker
Presented by

2. Hosted by:
Aaron Bollinger
Co-Founder & CRO,
www.Kronologic.ai
Scott Barker
Head of Partnerships
Sales Hacker
Ben Parker
Co-Founder &
Head of Operations
www.Kronologic.ai

3. Discovering the Last Mile Problem - A Personal “wow” moment
Why the Last Mile Problem Matters
Addressing the Last Mile Problem
Agenda
1
2
3
4
Quantifying the Last Mile Problem

4. A father, winemaker, sales leader and former TV
producer, Aaron is not satisfied unless he’s taking on a
new challenge.
He’s spent the better part of two decades selling
technology solutions to the world’s largest brands from
every stage of the company lifecycle; from pre-seed to IPO
and every stage in between
Aaron Bollinger

5. A former Division I Athlete, Ben delights in calculated risk
and experimentation.
Throughout his career, Ben has sat in B2C and B2B sales
seats, recruited and lead sellers and Operations teams
through technology overhauls, M&A consolidation and new
revenue streams
Ben Parker

6. Discovering the
Last Mile Problem

7. Discovering the Last Mile Problem
o How many leads just “slip through the cracks”?
o What is the value in bookings of any given sales
meeting?
o In a perfect world, how many meetings would we
be having?
1

8. Why the Last Mile Problem Matters
o Our daily B2C experiences shape our
B2B expectations
o Lead deficit affects everyone
o B2B Buyers expect more real-time
engagement than B2C (80% vs 64%)
o 42% of all B2B sales go to the vendor
that engages first
-insidesales.com
2

9. Quantifying the Last Mile Problem3
o Last Mile Problem =
Average Value per Meeting x Lead Deficit
o Average Value per Meeting =
ACV x Pipeline Close Rate x Discovery Meeting-to-Opportunity conversion
o Last Mile Problem = Leads per Channel - Meetings set x Lead Deficit

10. Addressing the Last Mile Problem4
o Explosion of BDR/SDR teams - 10x in 10 years
o System still has same limiting factor - Headcount
o Managing tools ≠ Revenue Generating Activities
o Does this change help the seller focus?

11. The Last Mile Problem is almost always bigger than expected
Timing is everything
The tools you use should be made to help you (not the data warehouse)
Key takeaways
1
2
3

12. Q&A
Aaron Bollinger
Co-Founder & CRO,
Have Kronologic book a demo for us
at
Kronologic.ai
Scott Barker
Head of Partnerships
Sales Hacker
Ben Parker
Co-Founder &
Head of Operations