Sales Qualified Leads
Generating Actionable Leads for Your Sales Team!
Presenter: Adam Dewey, Sales Manager"
A Little About Me!                     •  Sold knives to SaaS and                        everything in-between"           ...
What will we talk about today?!•  Sales Qualified Lead (SQL) "•  Lead Qualification"    •  Implicit"    •  Explicit"    •  B...
Marketing Qualified Leads!  Numbers, Numbers, Numbers!
Sounds like your last campaign?!•  The Campaign – Drive traffic to a landing page   through different channels that offers ...
It’s All About the Numbers!•  80% of all leads never   have a meaningful   conversation with a   sales professional. "    ...
Marketing Qualified Leads!•  A large number of   assigned leads   should have never   crossed over to the   Sales team "   ...
Marketing Qualified Leads – cont’d!   Traditional Model!           New Thinking!   Inquiries / Conversions!   Inquiries / C...
Sales Ready Lead!What is the difference?!
Sales Ready Lead!Ways to Identify SRL’s"          Sales!   Marketing!           •  Demographic"           •  Behavior"    ...
Demographically Qualified!                          Company	                              Size	                            ...
Lead Grade!•  A = Excellent Prospect"•  B = Good Prospect"•  C = Fair Prospect"•  D = Poor Prospect"•  F = My Report Card
...
Behavioral Qualifications!                              Email        File                             Open +1    Access +3 ...
Behavioral Trump Card!
Interest vs. Intent!  Interest (Researching)!        Intent (Buying)!       Views 10 Pages"          “Request demo” Form" ...
BANT Qualification!B.A.N.T."•     Budget"•     Authority "•     Need "•     Timeline "     Traditional Opportunity qualifica...
Be Careful with BANT!
Lead Qualification!                        Retained byReady Lead "                             Sales Marketing"         Dem...
Sales Ready Lead!!!!!
Lead Erosion!Disqualifying a Once Qualified Lead!
Erosion Based Scoring!    Erosion based scoring is taking negative prospect interactions
          or inactions into accou...
Lead Aging!Aging:!!Great For Wine!Bad For Leads	  	  
Lead Scoring and Football!       Michael Turner!         Great	  Lead	  Score	                 BAD	  FIT	  
Defining Erosion Qualifications!•  Negative Actions!•  Unresponsive to Campaigns!•  Recency!•  Recycled to Marketing!
Questions!
Contact Info!                                                                Adam Dewey         !                         ...
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Sales Qualified Leads – Generating Actionable Leads for Your Sales Team

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Learn how to determine which leads are qualified, actionable and ready to forward to our sales teams (sales qualified leads – SQL).

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  • Hi, Zach! Haha -thanks so much - glad you enjoyed and found it informative. We enjoy producing the webinars for you! :)
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Sales Qualified Leads – Generating Actionable Leads for Your Sales Team

  1. 1. Sales Qualified Leads
Generating Actionable Leads for Your Sales Team!
Presenter: Adam Dewey, Sales Manager"
  2. 2. A Little About Me! •  Sold knives to SaaS and everything in-between" •  Ran marketing/sales for concrete company" •  Big Batman Fan "
  3. 3. What will we talk about today?!•  Sales Qualified Lead (SQL) "•  Lead Qualification" •  Implicit" •  Explicit" •  Blended Model" •  BANT"•  Lead Erosion"•  Wrap-Up "
  4. 4. Marketing Qualified Leads! Numbers, Numbers, Numbers!
  5. 5. Sounds like your last campaign?!•  The Campaign – Drive traffic to a landing page through different channels that offers content to those that convert"•  The Results – 500 content downloads "•  The Leads – All 500 respondents are passed to sales for immediate follow up"•  The Cost – $10,000"•  The Results – Sales gripes about lead quality, difficulty to connect, and marketing has to manually gauge the ROI of the campaign "
  6. 6. It’s All About the Numbers!•  80% of all leads never have a meaningful conversation with a sales professional. " -Forrester!•  Only 17% of all leads convert to qualified sales opportunities. " -Bridge Group "
  7. 7. Marketing Qualified Leads!•  A large number of assigned leads should have never crossed over to the Sales team " !•  70% of mishandled leads will buy from a competitor within 24 months"
  8. 8. Marketing Qualified Leads – cont’d! Traditional Model! New Thinking! Inquiries / Conversions! Inquiries / Conversions! Assign to Sales! Nurture! Sales Qualified! Sales Ready! Opportunity! Opportunity! Won! Won!
  9. 9. Sales Ready Lead!What is the difference?!
  10. 10. Sales Ready Lead!Ways to Identify SRL’s" Sales! Marketing! •  Demographic" •  Behavior" " *Makes Marketing a partner to Sales*"      
  11. 11. Demographically Qualified! Company   Size   Annual   Industry   Revenue   Geography   Job  Title  
  12. 12. Lead Grade!•  A = Excellent Prospect"•  B = Good Prospect"•  C = Fair Prospect"•  D = Poor Prospect"•  F = My Report Card
 "
  13. 13. Behavioral Qualifications! Email File Open +1 Access +3 Webinar +10 YOUR PROSPECT Pricing Website Social Page +5 Chat +10 Media +3
  14. 14. Behavioral Trump Card!
  15. 15. Interest vs. Intent! Interest (Researching)! Intent (Buying)! Views 10 Pages" “Request demo” Form" Downloads a Whitepaper" Searches for Company Name" Attends a Webinar" Product Trial" Exceptional Prospects!
  16. 16. BANT Qualification!B.A.N.T."•  Budget"•  Authority "•  Need "•  Timeline " Traditional Opportunity qualification,
 not lead qualification!
  17. 17. Be Careful with BANT!
  18. 18. Lead Qualification! Retained byReady Lead " Sales Marketing" Demographic/ Lead Score! BANT!
  19. 19. Sales Ready Lead!!!!!
  20. 20. Lead Erosion!Disqualifying a Once Qualified Lead!
  21. 21. Erosion Based Scoring! Erosion based scoring is taking negative prospect interactions
 or inactions into account when determining a SRL "
  22. 22. Lead Aging!Aging:!!Great For Wine!Bad For Leads    
  23. 23. Lead Scoring and Football! Michael Turner! Great  Lead  Score   BAD  FIT  
  24. 24. Defining Erosion Qualifications!•  Negative Actions!•  Unresponsive to Campaigns!•  Recency!•  Recycled to Marketing!
  25. 25. Questions!
  26. 26. Contact Info! Adam Dewey ! Sales Manager" adam.dewey@pardot.com   @adamdeweypardot   " " " " "Pardot™, An ExactTarget® Company
950 East Paces Ferry Road, Suite 300, Atlanta, Georgia 30326"  404.492.6845 | 877.3B2B.ROI | www.pardot.com!
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