How the #@$! AM I

SUpposed to handle all these

Inbound Leads?
Hi, I’m Kyle, Founder and
CEO of Salesloft.

IN 2013, we experienced a big
problem...
Believe it or not, we were
GENERATING MORE LEADS THAN
WE COULD HANDLE...
A Lot More.
It WAS Actually
HURTING OUR BUSINESS.
This is what We’re Doing NOW
to take full advantage of
our pipeline...
1.

Hiring a dedicated
lead handler
It shouldn't be a sales rep's job to
manage these inbound leads.
Specialization yields efficiency.
Our inbound rep will be...
2.

getting full contact
information for our leads
Through simple social sign-in, we’re able
to capture relevant information on new
prospects.
when they sign up, we deliver ...
They get all this info... 
3.

Automatic
grading
We use Pardot to automatically
grade prospects. 
the criteria looks like this...
As all these leads come in, grade
adjustments automatically apply.
they look like this:
4.

Responding
quickly
when new users sign up they receive an
auto-responder from the CEO...
...and a sincere, personal email from
our inbound reps.
5.

Don’t Go directly
for a demo
A large percentage of our new users
can buy our product...
but they still need to be qualified in
order to see a demo.
We ...
our reps ask questions like:
1. What are you revenue goals for 2014?
2. what’s the makeup of your sales
organization?
3. W...
They’re trying to establish 2/4
qualification criteriA:
a- authority
n- need
u- urgency
m- money
6.

Using outbound to
boost inbound
When we receive inbound from a
rep, we use our tool to find the top
executives on the team and loop
them into our outreach...
our mission is to let the decision
maker know that His or her team is
interested in our product.
now you know
what to do...
By implementing these process,
SalesLoft has been able to convert
more opportunities and maximize
the efficiency of our in...
we increased annual recurring
revenue month-to-date (That’s 23
days) by 83.76%.
makes it easier to generate
accurate and targeted lists
of leads from the internet.
SIgn up here.
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Handle Inbound Leads

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Handle Inbound Leads

  1. 1. How the #@$! AM I SUpposed to handle all these Inbound Leads?
  2. 2. Hi, I’m Kyle, Founder and CEO of Salesloft. IN 2013, we experienced a big problem...
  3. 3. Believe it or not, we were GENERATING MORE LEADS THAN WE COULD HANDLE...
  4. 4. A Lot More.
  5. 5. It WAS Actually HURTING OUR BUSINESS.
  6. 6. This is what We’re Doing NOW to take full advantage of our pipeline...
  7. 7. 1. Hiring a dedicated lead handler
  8. 8. It shouldn't be a sales rep's job to manage these inbound leads. Specialization yields efficiency. Our inbound rep will be better than anyone else at handling inbound leads.
  9. 9. 2. getting full contact information for our leads
  10. 10. Through simple social sign-in, we’re able to capture relevant information on new prospects. when they sign up, we deliver this in an email to our inbound rep.
  11. 11. They get all this info... 
  12. 12. 3. Automatic grading
  13. 13. We use Pardot to automatically grade prospects. 
  14. 14. the criteria looks like this...
  15. 15. As all these leads come in, grade adjustments automatically apply. they look like this:
  16. 16. 4. Responding quickly
  17. 17. when new users sign up they receive an auto-responder from the CEO...
  18. 18. ...and a sincere, personal email from our inbound reps.
  19. 19. 5. Don’t Go directly for a demo
  20. 20. A large percentage of our new users can buy our product... but they still need to be qualified in order to see a demo. We are very judicious of our time.
  21. 21. our reps ask questions like: 1. What are you revenue goals for 2014? 2. what’s the makeup of your sales organization? 3. What prospecting tools are you using today?
  22. 22. They’re trying to establish 2/4 qualification criteriA: a- authority n- need u- urgency m- money
  23. 23. 6. Using outbound to boost inbound
  24. 24. When we receive inbound from a rep, we use our tool to find the top executives on the team and loop them into our outreach effort.
  25. 25. our mission is to let the decision maker know that His or her team is interested in our product.
  26. 26. now you know what to do...
  27. 27. By implementing these process, SalesLoft has been able to convert more opportunities and maximize the efficiency of our inbound leads.
  28. 28. we increased annual recurring revenue month-to-date (That’s 23 days) by 83.76%.
  29. 29. makes it easier to generate accurate and targeted lists of leads from the internet. SIgn up here.

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