Fixing B2B – Why It’s Time to Rethink the Model - Drew Neisser

2025-04-02

What if the biggest threat to your pipeline isn’t the competition — but your own strategy? This week's guest on Tech Marketing Trends, Drew Neisser, CEO of CMO Huddles, explains why so many go-to-market strategies are falling short — and how B2B marketers can evolve their approach to succeed in today’s complex buying environment. Key takeaways: Deals are stalling, not closing — CFOs are saying “no” due to uncertainty, not because of competitive losses. Close rates are the new battlegroun...

What if the biggest threat to your pipeline isn’t the competition — but your own strategy?

This week's guest on Tech Marketing Trends, Drew Neisser, CEO of CMO Huddles, explains why so many go-to-market strategies are falling short — and how B2B marketers can evolve their approach to succeed in today’s complex buying environment.

Key takeaways:

Deals are stalling, not closing — CFOs are saying “no” due to uncertainty, not because of competitive losses.
Close rates are the new battleground. Instead of chasing volume, focus on fewer, better-qualified opportunities that actually convert.
MQLs don’t equal business value. Many teams are optimizing for the wrong metrics.
Separating brand and demand weakens your impact. Alignment drives better long-term results.
Marketing and sales operate on different clocks. Sales expects quarterly impact; marketing delivers its biggest value over 6–12 months — and must learn to communicate that.
Community-, employee-, and purpose-led growth are emerging as more sustainable paths forward.
A brand that stands for nothing won’t survive. Consistency and differentiation are your edge.