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Handle Inbound Leads
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Handle Inbound Leads

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Transcript

  • 1. How the #@$! AM I SUpposed to handle all these Inbound Leads?
  • 2. Hi, I’m Kyle, Founder and CEO of Salesloft. IN 2013, we experienced a big problem...
  • 3. Believe it or not, we were GENERATING MORE LEADS THAN WE COULD HANDLE...
  • 4. A Lot More.
  • 5. It WAS Actually HURTING OUR BUSINESS.
  • 6. This is what We’re Doing NOW to take full advantage of our pipeline...
  • 7. 1. Hiring a dedicated lead handler
  • 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. 2. getting full contact information for our leads
  • 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. They get all this info... 
  • 12. 3. Automatic grading
  • 13. We use Pardot to automatically grade prospects. 
  • 14. the criteria looks like this...
  • 15. As all these leads come in, grade adjustments automatically apply. they look like this:
  • 16. 4. Responding quickly
  • 17. when new users sign up they receive an auto-responder from the CEO...
  • 18. ...and a sincere, personal email from our inbound reps.
  • 19. 5. Don’t Go directly for a demo
  • 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. 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. They’re trying to establish 2/4 qualification criteriA: a- authority n- need u- urgency m- money
  • 23. 6. Using outbound to boost inbound
  • 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. our mission is to let the decision maker know that His or her team is interested in our product.
  • 26. now you know what to do...
  • 27. By implementing these process, SalesLoft has been able to convert more opportunities and maximize the efficiency of our inbound leads.
  • 28. we increased annual recurring revenue month-to-date (That’s 23 days) by 83.76%.
  • 29. makes it easier to generate accurate and targeted lists of leads from the internet. SIgn up here.