Sales Qualified Leads – Generating Actionable Leads for Your Sales Team

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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).

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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  • 1. Sales Qualified Leads
Generating Actionable Leads for Your Sales Team!
Presenter: Adam Dewey, Sales Manager"
  • 2. A Little About Me! •  Sold knives to SaaS and everything in-between" •  Ran marketing/sales for concrete company" •  Big Batman Fan "
  • 3. What will we talk about today?!•  Sales Qualified Lead (SQL) "•  Lead Qualification" •  Implicit" •  Explicit" •  Blended Model" •  BANT"•  Lead Erosion"•  Wrap-Up "
  • 4. Marketing Qualified Leads! Numbers, Numbers, Numbers!
  • 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. 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. 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. 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. Sales Ready Lead!What is the difference?!
  • 10. Sales Ready Lead!Ways to Identify SRL’s" Sales! Marketing! •  Demographic" •  Behavior" " *Makes Marketing a partner to Sales*"      
  • 11. Demographically Qualified! Company   Size   Annual   Industry   Revenue   Geography   Job  Title  
  • 12. Lead Grade!•  A = Excellent Prospect"•  B = Good Prospect"•  C = Fair Prospect"•  D = Poor Prospect"•  F = My Report Card
 "
  • 13. Behavioral Qualifications! Email File Open +1 Access +3 Webinar +10 YOUR PROSPECT Pricing Website Social Page +5 Chat +10 Media +3
  • 14. Behavioral Trump Card!
  • 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. BANT Qualification!B.A.N.T."•  Budget"•  Authority "•  Need "•  Timeline " Traditional Opportunity qualification,
 not lead qualification!
  • 17. Be Careful with BANT!
  • 18. Lead Qualification! Retained byReady Lead " Sales Marketing" Demographic/ Lead Score! BANT!
  • 19. Sales Ready Lead!!!!!
  • 20. Lead Erosion!Disqualifying a Once Qualified Lead!
  • 21. Erosion Based Scoring! Erosion based scoring is taking negative prospect interactions
 or inactions into account when determining a SRL "
  • 22. Lead Aging!Aging:!!Great For Wine!Bad For Leads    
  • 23. Lead Scoring and Football! Michael Turner! Great  Lead  Score   BAD  FIT  
  • 24. Defining Erosion Qualifications!•  Negative Actions!•  Unresponsive to Campaigns!•  Recency!•  Recycled to Marketing!
  • 25. Questions!
  • 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!