Using Salesforce.com Dashboards to track and measure MQL’s, SAL’s and SQL’s

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All roads lead to the Marketing & Sales Alignment dashboard. Building the dashboard is the easy part. Developing and refining the processes which feed data into them is far more challenging. Learn how to work with your sales team to develop effective Service Level Agreements and to ensure your lead management process is being followed, tracked and made visible to everyone in the company.

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  • EXAMPLE OF POPULATED SLIDE
  • Lead SourcesLead StatusesData Accuracy
  • Lead Scoring (MQLs)Lead Qualification (SALs)Lead Recycling
  • Lead Scoring (MQLs)Lead Qualification (SALs)Lead Recycling
  • EXAMPLE OF POPULATED SLIDE
  • EXAMPLE OF POPULATED SLIDE
  • Using Salesforce.com Dashboards to track and measure MQL’s, SAL’s and SQL’s

    1. 1. Using Salesforce.com Dashboards to track and measure MQL’s, SAL’s and SQL’s Will Scully-Power Mitchell Mackey Managing Director, Datarati Head of Marketing, AnsellPage 1 #mus13 © 2013 Marketo, Inc.
    2. 2. The Ansell StoryPage 2 #mus13 © 2013 Marketo, Inc.
    3. 3. Start with the End in MindPage 3 #mus13 © 2013 Marketo, Inc.
    4. 4. Marketing Dashboard ** Numbers are fictitious for example purposesPage 4 #mus13 © 2013 Marketo, Inc.
    5. 5. Generate Actionable InsightsPage 5 #mus13 © 2013 Marketo, Inc.
    6. 6. Make Smarter Marketing DecisionsPage 6 #mus13 © 2013 Marketo, Inc.
    7. 7. Generate & Grow RevenuePage 7 #mus13 © 2013 Marketo, Inc.
    8. 8. What’s In It For Me?Page 8 #mus13 © 2013 Marketo, Inc.
    9. 9. Become a Smarter MarketerPage 9 #mus13 © 2013 Marketo, Inc.
    10. 10. Personal/Job SatisfactionPage 10 #mus13 © 2013 Marketo, Inc.
    11. 11. Career OpportunitiesPage 11 #mus13 © 2013 Marketo, Inc.
    12. 12. Industry Recognized LeaderPage 12 #mus13 © 2013 Marketo, Inc.
    13. 13. Getting StartedPage 13 #mus13 © 2013 Marketo, Inc.
    14. 14. Create a Dashboard VisionPage 14 #mus13 © 2013 Marketo, Inc.
    15. 15. Define Marketing’s Success MetricsPage 15 #mus13 © 2013 Marketo, Inc.
    16. 16. Data, Insights, Actions Dashboard’s ** Numbers are fictitious for example purposesPage 16 #mus13 © 2013 Marketo, Inc.
    17. 17. Data, Insights, Actions Dashboard’s ** Numbers are fictitious for example purposesPage 17 #mus13 © 2013 Marketo, Inc.
    18. 18. Data, Insights, Actions Dashboard’s ** Numbers are fictitious for example purposesPage 18 #mus13 © 2013 Marketo, Inc.
    19. 19. Understand What Data You HavePage 19 #mus13 © 2013 Marketo, Inc.
    20. 20. Build a Process (Marketing/Sales)Page 20 #mus13 © 2013 Marketo, Inc.
    21. 21. Build a Revenue Cycle Model MQL SAL SQL MQL = Lead Score >30 SAL = BANT Field = True in Salesforce.com SQL = Added to Opportunity in Salesforce.comPage 21 #mus13 © 2013 Marketo, Inc.
    22. 22. However, you need to…Page 22 #mus13 © 2013 Marketo, Inc.
    23. 23. Information OverloadPage 23 #mus13 © 2013 Marketo, Inc.
    24. 24. Information Overload Dashboards ** Numbers are fictitious for example purposesPage 24 #mus13 © 2013 Marketo, Inc.
    25. 25. Easy to SufferPage 25 #mus13 © 2013 Marketo, Inc.
    26. 26. Decisions Become HarderPage 26 #mus13 © 2013 Marketo, Inc.
    27. 27. Need to…Page 27 #mus13 © 2013 Marketo, Inc.
    28. 28. Marketing Qualified Leads (MQL’s) 1. How many MQL’s were generated this month? - Are we on target for this month? Are we up or down on previous month(s)? 2. Where did the MQL’s come from? - Social, Events, Paid Search, Display 3. What is the status of MQL’s generated by source? - Open, Working, Recycled, Unqualified 4. What is the total value of Marketing Sourced Pipeline created this month? Are we on target? 5. What is the total value of Marketing Sourced Revenue this FY? Are we on target?Page 28 #mus13 © 2013 Marketo, Inc.
    29. 29. Marketing Qualified Leads ** Numbers are fictitious for example purposesPage 29 #mus13 © 2013 Marketo, Inc.
    30. 30. Sales Accepted Leads (SAL’s) 1. How many SAL’s were generated this month? - Are we on target for this month? Are we up or down on previous month(s)? 2. What is the status of SAL’s generated by rep this month? - Open, Working, Converted, Referred to Distributors 3. How many SAL’s with Lead Status = ‘Open’ after 7 days? 4. How many SAL’s with Lead Status = ‘Working’ after 60 days? 5. How many SAL’s with No Activity Logged in last 30 days?Page 30 #mus13 © 2013 Marketo, Inc.
    31. 31. Sales Accepted Leads (SAL’s) ** Numbers are fictitious for example purposesPage 31 #mus13 © 2013 Marketo, Inc.
    32. 32. Sales Qualified Leads (SQL’s) 1. How many SQL’s were generated this month? - Are we on target for this month? Are we up or down on previous month(s)? 2. Where did the SQL’s come from? i.e. Lead Source? 3. How many SQL’s with No Opportunity Amount? 4. What is the total value of SQL’s closing by month? 5. What is the total value of Closed/Won Opps by source this YTD? 6. What is the total value of Closed/Won Opps by source by rep?Page 32 #mus13 © 2013 Marketo, Inc.
    33. 33. Sales Qualified Leads (SQL’s) ** Numbers are fictitious for example purposesPage 33 #mus13 © 2013 Marketo, Inc.
    34. 34. Optimizing the ProcessPage 34 #mus13 © 2013 Marketo, Inc.
    35. 35. MQL AlertsPage 35 #mus13 © 2013 Marketo, Inc.
    36. 36. Service Level Agreement AlertsPage 36 #mus13 © 2013 Marketo, Inc.
    37. 37. Sales Insight Training & EmailsPage 37 #mus13 © 2013 Marketo, Inc.
    38. 38. Marketing & Sales Alignment eNewsPage 38 #mus13 © 2013 Marketo, Inc.
    39. 39. Salesforce Mobile DashboardsPage 39 #mus13 © 2013 Marketo, Inc.
    40. 40. Mobile Task & Activity LoggingPage 40 #mus13 © 2013 Marketo, Inc.
    41. 41. Bi Weekly & Annual Group SessionsPage 41 #mus13 © 2013 Marketo, Inc.
    42. 42. Revenue Cycle Funnel Analysis ** Numbers are fictitious for example purposesPage 42 #mus13 © 2013 Marketo, Inc.
    43. 43. Business Case for Inside Sales Rep ** Numbers are fictitious for example purposesPage 43 #mus13 © 2013 Marketo, Inc.
    44. 44. Predicting Impact of Nurture/SpendPage 44 #mus13 © 2013 Marketo, Inc.
    45. 45. Thank You! Marketo’s Preferred Services Partner in the Asia-Pacific Region WATCH THIS VIDEO NOW! http://www.youtube.com/watch?v=nV6cX-oz40oPage 45 #mus13 © 2013 Marketo, Inc.
    46. 46. Contact Us! Marketo’s Preferred Services Partner in the Asia-Pacific Region +612 9045 0946 info@datarati.com.au http://www.datarati.com.auPage 46 #mus13 © 2013 Marketo, Inc.

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