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Move Upmarket with Product Qualified Leads (PQLs)

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Have you heard about product qualified leads (PQL) but can’t figure out how to use the model to move your self-service SaaS upmarket?

Are you wondering whether the PQL model could help your sales team identify the biggest sales opportunities among your free trial or freemium users?

It absolutely can.

Full article here: https://refiner.io/blog/product-qualified-leads/

Published in: Sales
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Move Upmarket with Product Qualified Leads (PQLs)

  1. 1. How to Move Upmarket With Product Qualified Leads Identify High-Potential Trial and Freemium Users Your Sales Team Actually Wants to Engage With
  2. 2. Product Qualified Leads?
  3. 3. MQL Marketing Qualified Lead A contact who qualified showed interest through website visits, campaign clicks, ... SQL Sales Qualified Lead A lead who was researched and vetted through sales team. PQL Product Qualified Lead A user who has experienced the value of your product, typically through a freemium or free trial account.
  4. 4. Product Qualified Leads = A user who has experienced the value of your SaaS product, typically through a free trial or freemium account.
  5. 5. Who Gets The Most Value From PQLs? Self-service SaaS trying to move upmarket High volume of sign-ups with high variance in quality +
  6. 6. Why Even Bother? ● Identify great sales opportunities ● Proactively reach out to high-value leads ● Increase free to paid conversion rates ● Improve inside sales processes ● Sales Teams Love PQLs Identifying your best PQLs means you can focus on your best sales opportunities.
  7. 7. Matches Ideal Customer Profile (ICP) + Just experienced an “Aha” moment = High-Value Account Who Is Ready To Upgrade
  8. 8. The PQL Qualification Process Define the Ideal Customer Profile (ICP) Define Key-Events To Measure Activation And Engagement Combine the Two Iterate and Refine
  9. 9. Three Ways to Start with PQLs ● Segments in your CRM ● Filter out low quality accounts Simple In-House Dedicated Tool Custom Solution ● Fast implementation ● Scales with your needs ● Five figure budget ● Can take months to implement
  10. 10. Thanks for attending! Reach out to discuss more about PQLs and moving your SaaS upmarket! Moritz Dausinger @refinerHQ https://refiner.io

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