Adapt or Drown in 2022 – Convert 2-4x the Pipeline in 1/3 the Time: With Scott Logan


In his presentation, Scott Logan goes over ways that marketers can improve their pipeline. He proposes using new, efficient technology to book meetings, and also using those meetings as a shared leading indicator between sales and marketing teams. He provides data that lead chasing is inefficient and provides the alternatives.


Scott Logan is the VP of Marketing at Kronologic, a software company that uses AI-automation to book calendars with revenue focused meetings. Scott has helped companies grow in various positions, and has years of experience working with demand gen.


“Is this lead chasing providing a good buying experience?”

“80% of technology buyers are MOST annoyed by being ‘lead chased’ with calls and emails when booking a meeting”

“The meeting is the only leading indicator that overlaps all three teams.”

Key Points

  1. Identify the reasons that goals are ultimately not met and coordinate corrective actions between marketing and sales.
  2. Pipeline and ROI relies too heavily on SDRs
  3. Book meetings in efficient ways, using meetings as a leading indicator shared by marketing, SDRs, and AE.