Marissa Homere

Category: Lead & Demand Generation

  • The Lead Scoring Theater That’s Wasting Everyone’s Time

    The Lead Scoring Theater That’s Wasting Everyone’s Time

    Your lead scoring model is performing elaborate theater while real buying signals slip through the cracks. The Lead Scoring Pain Points That Keep You Awake: Pain Point #1: The Perfect Score Paradox Your highest-scoring leads consistently underperform: Pain Point #2: The False Urgency Epidemic Your scoring creates artificial urgency that annoys real prospects: Pain Point…

  • The Lead Scoring Breakdown That’s Destroying Sales Trust

    The Lead Scoring Breakdown That’s Destroying Sales Trust

    Nothing kills marketing credibility faster than consistently delivering “hot leads” that sales can’t convert. The Lead Scoring Reality Check: Pain Point #1: The Activity Addiction Your scoring model rewards noise, not signal: Pain Point #2: The Timing Disaster Your “hot” leads peaked weeks ago and you missed it: Pain Point #3: The Context Blindness Scoring…

  • Your Lead Scoring is Creating Terrible Sales Handoffs (Here’s the Fix)

    Your Lead Scoring is Creating Terrible Sales Handoffs (Here’s the Fix)

    When sales consistently rates your “hot” leads as garbage, the problem isn’t with sales. The Mistake: Building lead scoring models based on marketing activity rather than actual buying signals and sales feedback. Why It Happens: The Real Cost: The Fix – 5-Step Recalibration: Ask your sales team this week: “What makes you excited to call…

  • The AI Workflows That Will Generate More Leads While You Sleep

    The AI Workflows That Will Generate More Leads While You Sleep

    Most marketers use AI like a better Google search. Meanwhile, the smart ones have built AI workflows that handle everything from lead generation to customer onboarding—automatically. Here’s how to build marketing automation that actually works. The Complete AI Automation Architecture: Workflow #1: Content Creation → Distribution Pipeline The Challenge: Creating consistent, high-quality content across multiple…

  • The Death of B2B Sales (And Why 75% of Buyers Now Hate Talking to Salespeople)

    The Death of B2B Sales (And Why 75% of Buyers Now Hate Talking to Salespeople)

    Here’s the most important shift happening in B2B marketing right now: your buyers don’t want to talk to your sales team. They don’t want demos. They don’t want discovery calls. They don’t want to sit through presentations about features they already researched online. 75% of B2B buyers now complete most of their purchase research before…

  • You’re Losing Customers Because You Think Retention is Sales’ Job (It’s Not)

    You’re Losing Customers Because You Think Retention is Sales’ Job (It’s Not)

    Here’s a reality check that’s going to hurt: your customer churn isn’t a product problem, a pricing problem, or a competitive problem. It’s a marketing problem. While you’re obsessing over lead generation and new customer acquisition, your existing customers are quietly evaluating alternatives, questioning their renewal decisions, and preparing to churn. B2B industries typically see…

  • Lead Generation Myths That Are Costing You Revenue

    Lead Generation Myths That Are Costing You Revenue

    Let’s be brutally honest: most B2B lead generation is just expensive list building with extra steps. You’re burning budget on campaigns that generate “leads” who will never buy anything, while your sales team complains that marketing leads are trash. Sound familiar? Good. Because admitting you have a problem is the first step to fixing it.…

  • Top Reasons B2B Marketing Campaigns Fail and How to Fix Them

    Top Reasons B2B Marketing Campaigns Fail and How to Fix Them

    Here’s what nobody talks about at marketing conferences: most campaigns fail. It’s not due to bad creative or insufficient budget. They fail because of preventable stupidity (I’m looking at you and your “good jeans”, American Eagle.”) I’m talking about campaigns that fail before they launch because someone forgot to check if the message makes sense.…