SlideShare a Scribd company logo
1 of 22
Download to read offline
How to Close More MQLs 
How to Close More MQLs 
Dave McLaughlin 
Vsnap
Inside sales is growing at 15x 
field sales. These reps have no 
efficient way to bring emotion & 
trust into buyer interactions. 
Source of 15x data point: Forbes.com
How To Close More MQLs
Sales closes only 2% of MQLs. 
Source: QuotaFactory
How that feels to marketers
Why this happens 
“The world we see 
that seems so insane 
is the result of a 
belief system that is 
not working.” 
William James
Marketing has an awesome 
belief system. 
It’s called inbound marketing.
Sales does not have 
a prevailing belief system.
And Marketing’s belief system 
does not work for Sales 
because Marketing & Sales 
are so different.
This is Marketing
This is 
Sales
The key to closing more leads? 
Clarify the Sales belief system.
INFORMATION 
-Big Data 
-Insight 
-Left Brain 
EMOTION 
-Relationship 
-Non-verbal 
-Interface 
-Right Brain 
“Personal Sales” 
BUYER 
IMPACT 
& 
VELOCITY 
SELLER
How To Close More MQLs
How To Close More MQLs
bit.ly/closemoresqls
How To Close More MQLs
The Very First Sales Interaction 
Buyer gathers information 
Buyer chooses when 
to have an active 
conversation 
(content marketing) (sales) 
BUYER 
PATH 
SELLER 
ACTION 
personal video message 
phone call 
email
Efficacy +34% 
Stickiness 
Increase in close rate 
63% 
Reps comfortable in 1 wk 
+8.4x 
Avg vsnaps per day 
88% 
Reps comfortable in 2 wks 
Adoption 
Revenue 3.3x 
Annual Contract Value
Marketing & Sales Principles 
MQL SQL 
personas individual 
personalized personal 
1 to many 1 to 1 
automated 
interactions 
manual 
interactions 
content & 
information 
emotion & 
perceived risk
That’s Personal Sales 
vsnap.com/blog
Additional Resources 
Free Trial: Vsnap.com/close-more-inbound-leads 
Case Study on Penn Foster’s 
34% increase in close rate: 
bit.ly/sales-revolution 
CONTACT 
Dave McLaughlin, CEO 
dave@vsnap.com 
@davemacboston

More Related Content

What's hot

LinkedIn Strategies for Social Selling #2
LinkedIn Strategies for Social Selling #2LinkedIn Strategies for Social Selling #2
LinkedIn Strategies for Social Selling #2John Lilly
 
Francois Ruf - How to make Social truly actionable for sales, marketing and c...
Francois Ruf - How to make Social truly actionable for sales, marketing and c...Francois Ruf - How to make Social truly actionable for sales, marketing and c...
Francois Ruf - How to make Social truly actionable for sales, marketing and c...OpenKnowledge srl
 
21 Captivating Sales Stats
21 Captivating Sales Stats21 Captivating Sales Stats
21 Captivating Sales StatsChris Bourne
 
Caught Up On Multilevel Marketing? Look At These Smart Recommendations!
Caught Up On Multilevel Marketing? Look At These Smart Recommendations!Caught Up On Multilevel Marketing? Look At These Smart Recommendations!
Caught Up On Multilevel Marketing? Look At These Smart Recommendations!Golconda Enterprises
 
Proving The Value Of Content Marketing
Proving The Value Of Content MarketingProving The Value Of Content Marketing
Proving The Value Of Content MarketingEmily Burkhart
 
Data Driven Social Media Webcast
Data Driven Social Media WebcastData Driven Social Media Webcast
Data Driven Social Media WebcastArgyle Social
 
How to Bury the Competition with Inbound Marketing
How to Bury the Competition with Inbound MarketingHow to Bury the Competition with Inbound Marketing
How to Bury the Competition with Inbound MarketingSointu Karjalainen
 
5 Moneyball Metrics Sales Executives Can't Ignore
5 Moneyball Metrics Sales Executives Can't Ignore5 Moneyball Metrics Sales Executives Can't Ignore
5 Moneyball Metrics Sales Executives Can't IgnoreDomo
 
8 marketing automation myths busted
8 marketing automation myths busted8 marketing automation myths busted
8 marketing automation myths bustedCRMT Digital
 
SMX Advanced Seattle 2011: Human Vs. Machine: What's The Best Way To Manage P...
SMX Advanced Seattle 2011: Human Vs. Machine: What's The Best Way To Manage P...SMX Advanced Seattle 2011: Human Vs. Machine: What's The Best Way To Manage P...
SMX Advanced Seattle 2011: Human Vs. Machine: What's The Best Way To Manage P...R2integrated
 
10 Golden Rules of Online Marketing - Version 10
10 Golden Rules of Online Marketing - Version 1010 Golden Rules of Online Marketing - Version 10
10 Golden Rules of Online Marketing - Version 10Affiliate Summit
 
Etix Blast: Smaller Sends, Bigger Returns - The Art of Targeted Emails
Etix Blast: Smaller Sends, Bigger Returns - The Art of Targeted EmailsEtix Blast: Smaller Sends, Bigger Returns - The Art of Targeted Emails
Etix Blast: Smaller Sends, Bigger Returns - The Art of Targeted EmailsEtix
 
Analyzing and Enhancing Your Social Engagement
Analyzing and Enhancing Your Social EngagementAnalyzing and Enhancing Your Social Engagement
Analyzing and Enhancing Your Social Engagementahorsepubs
 
H W Training Pp Nw
H W Training Pp   NwH W Training Pp   Nw
H W Training Pp Nwngkaihoe
 
Gamification in B2B Marketing is about addiction, not games
Gamification in B2B Marketing is about addiction, not gamesGamification in B2B Marketing is about addiction, not games
Gamification in B2B Marketing is about addiction, not gamesWhite Rhino
 
Is you’re social media marketing working out?
Is you’re social media marketing working out?Is you’re social media marketing working out?
Is you’re social media marketing working out?Isaac La Buguen
 
The 7 Deadly Sins Of Marketing Automation
The 7 Deadly Sins Of Marketing AutomationThe 7 Deadly Sins Of Marketing Automation
The 7 Deadly Sins Of Marketing AutomationUberflip
 

What's hot (19)

LinkedIn Strategies for Social Selling #2
LinkedIn Strategies for Social Selling #2LinkedIn Strategies for Social Selling #2
LinkedIn Strategies for Social Selling #2
 
Email marketing UAE
Email marketing UAEEmail marketing UAE
Email marketing UAE
 
Francois Ruf - How to make Social truly actionable for sales, marketing and c...
Francois Ruf - How to make Social truly actionable for sales, marketing and c...Francois Ruf - How to make Social truly actionable for sales, marketing and c...
Francois Ruf - How to make Social truly actionable for sales, marketing and c...
 
21 Captivating Sales Stats
21 Captivating Sales Stats21 Captivating Sales Stats
21 Captivating Sales Stats
 
Caught Up On Multilevel Marketing? Look At These Smart Recommendations!
Caught Up On Multilevel Marketing? Look At These Smart Recommendations!Caught Up On Multilevel Marketing? Look At These Smart Recommendations!
Caught Up On Multilevel Marketing? Look At These Smart Recommendations!
 
Proving The Value Of Content Marketing
Proving The Value Of Content MarketingProving The Value Of Content Marketing
Proving The Value Of Content Marketing
 
Data Driven Social Media Webcast
Data Driven Social Media WebcastData Driven Social Media Webcast
Data Driven Social Media Webcast
 
How to Bury the Competition with Inbound Marketing
How to Bury the Competition with Inbound MarketingHow to Bury the Competition with Inbound Marketing
How to Bury the Competition with Inbound Marketing
 
5 Moneyball Metrics Sales Executives Can't Ignore
5 Moneyball Metrics Sales Executives Can't Ignore5 Moneyball Metrics Sales Executives Can't Ignore
5 Moneyball Metrics Sales Executives Can't Ignore
 
8 marketing automation myths busted
8 marketing automation myths busted8 marketing automation myths busted
8 marketing automation myths busted
 
SMX Advanced Seattle 2011: Human Vs. Machine: What's The Best Way To Manage P...
SMX Advanced Seattle 2011: Human Vs. Machine: What's The Best Way To Manage P...SMX Advanced Seattle 2011: Human Vs. Machine: What's The Best Way To Manage P...
SMX Advanced Seattle 2011: Human Vs. Machine: What's The Best Way To Manage P...
 
10 Golden Rules of Online Marketing - Version 10
10 Golden Rules of Online Marketing - Version 1010 Golden Rules of Online Marketing - Version 10
10 Golden Rules of Online Marketing - Version 10
 
Etix Blast: Smaller Sends, Bigger Returns - The Art of Targeted Emails
Etix Blast: Smaller Sends, Bigger Returns - The Art of Targeted EmailsEtix Blast: Smaller Sends, Bigger Returns - The Art of Targeted Emails
Etix Blast: Smaller Sends, Bigger Returns - The Art of Targeted Emails
 
Analyzing and Enhancing Your Social Engagement
Analyzing and Enhancing Your Social EngagementAnalyzing and Enhancing Your Social Engagement
Analyzing and Enhancing Your Social Engagement
 
H W Training Pp Nw
H W Training Pp   NwH W Training Pp   Nw
H W Training Pp Nw
 
Gamification in B2B Marketing is about addiction, not games
Gamification in B2B Marketing is about addiction, not gamesGamification in B2B Marketing is about addiction, not games
Gamification in B2B Marketing is about addiction, not games
 
Is you’re social media marketing working out?
Is you’re social media marketing working out?Is you’re social media marketing working out?
Is you’re social media marketing working out?
 
The 7 Deadly Sins Of Marketing Automation
The 7 Deadly Sins Of Marketing AutomationThe 7 Deadly Sins Of Marketing Automation
The 7 Deadly Sins Of Marketing Automation
 
Social Selling
Social SellingSocial Selling
Social Selling
 

Viewers also liked

Creativity assignment 2 igor spasovski
Creativity assignment 2 igor spasovskiCreativity assignment 2 igor spasovski
Creativity assignment 2 igor spasovskicreativitycourse
 
Energy The End Of The Trail Cal Poly Poster 1973
Energy  The End Of The Trail Cal Poly Poster 1973Energy  The End Of The Trail Cal Poly Poster 1973
Energy The End Of The Trail Cal Poly Poster 1973grambach
 
N's sketches
N's sketchesN's sketches
N's sketchesRoxy77329
 
TYPO3 Congres 2012 - Bouw je eerste site met TYPO3 Neos
TYPO3 Congres 2012 - Bouw je eerste site met TYPO3 NeosTYPO3 Congres 2012 - Bouw je eerste site met TYPO3 Neos
TYPO3 Congres 2012 - Bouw je eerste site met TYPO3 NeosTYPO3 Nederland
 
H2 storage mfg presentation rambach-8 11-2011 v7 general
H2 storage mfg presentation rambach-8 11-2011 v7 generalH2 storage mfg presentation rambach-8 11-2011 v7 general
H2 storage mfg presentation rambach-8 11-2011 v7 generalgrambach
 

Viewers also liked (7)

Creativity assignment 2 igor spasovski
Creativity assignment 2 igor spasovskiCreativity assignment 2 igor spasovski
Creativity assignment 2 igor spasovski
 
Energy The End Of The Trail Cal Poly Poster 1973
Energy  The End Of The Trail Cal Poly Poster 1973Energy  The End Of The Trail Cal Poly Poster 1973
Energy The End Of The Trail Cal Poly Poster 1973
 
N's sketches
N's sketchesN's sketches
N's sketches
 
科伦网络
科伦网络科伦网络
科伦网络
 
Daniela Zuleta
Daniela Zuleta Daniela Zuleta
Daniela Zuleta
 
TYPO3 Congres 2012 - Bouw je eerste site met TYPO3 Neos
TYPO3 Congres 2012 - Bouw je eerste site met TYPO3 NeosTYPO3 Congres 2012 - Bouw je eerste site met TYPO3 Neos
TYPO3 Congres 2012 - Bouw je eerste site met TYPO3 Neos
 
H2 storage mfg presentation rambach-8 11-2011 v7 general
H2 storage mfg presentation rambach-8 11-2011 v7 generalH2 storage mfg presentation rambach-8 11-2011 v7 general
H2 storage mfg presentation rambach-8 11-2011 v7 general
 

Similar to How To Close More MQLs

The ABCS Of Selling In 2016 And Beyond
The ABCS Of Selling In 2016 And BeyondThe ABCS Of Selling In 2016 And Beyond
The ABCS Of Selling In 2016 And BeyondBryan K. O'Rourke
 
Whitepaper: Always be Closing
Whitepaper: Always be ClosingWhitepaper: Always be Closing
Whitepaper: Always be ClosingChristian Haberl
 
INBOUND MARKETING DOES NOT CLOSE DEALS [INBOUND 2014]
INBOUND MARKETING DOES NOT CLOSE DEALS [INBOUND 2014]INBOUND MARKETING DOES NOT CLOSE DEALS [INBOUND 2014]
INBOUND MARKETING DOES NOT CLOSE DEALS [INBOUND 2014]HubSpot
 
4 Secrets That Make Marketers Drive Revenue
4 Secrets That Make Marketers Drive Revenue4 Secrets That Make Marketers Drive Revenue
4 Secrets That Make Marketers Drive RevenueKnowledgeTree Inc.
 
The Future Of Sales
The Future Of SalesThe Future Of Sales
The Future Of SalesHubSpot
 
Deadly sins of demand generation for b2b marketing: uncut
Deadly sins of demand generation for b2b marketing: uncutDeadly sins of demand generation for b2b marketing: uncut
Deadly sins of demand generation for b2b marketing: uncutThe Marketing Practice
 
Newsletter Fall 2016
Newsletter Fall 2016Newsletter Fall 2016
Newsletter Fall 2016Kerri Glensky
 
Culture To Build Loyalty 090920
Culture To Build Loyalty 090920Culture To Build Loyalty 090920
Culture To Build Loyalty 090920Jeff Carruthers
 
eFactor: Why Customer Experience is the Next Big Thing in Sales
eFactor: Why Customer Experience is the Next Big Thing in SaleseFactor: Why Customer Experience is the Next Big Thing in Sales
eFactor: Why Customer Experience is the Next Big Thing in SalesBarbara Giamanco
 
Swipe. Click. Binge. Repeat. What Happens When Performance Marketing Isn't En...
Swipe. Click. Binge. Repeat. What Happens When Performance Marketing Isn't En...Swipe. Click. Binge. Repeat. What Happens When Performance Marketing Isn't En...
Swipe. Click. Binge. Repeat. What Happens When Performance Marketing Isn't En...JD Prater
 
KEYNOTE: Swipe. Click. Binge. Repeat. What Happens When Performance Marketing...
KEYNOTE: Swipe. Click. Binge. Repeat. What Happens When Performance Marketing...KEYNOTE: Swipe. Click. Binge. Repeat. What Happens When Performance Marketing...
KEYNOTE: Swipe. Click. Binge. Repeat. What Happens When Performance Marketing...Hanapin Marketing
 
Direct marketing workshop Wazzap in Tallinn, Estonia
Direct marketing workshop Wazzap in Tallinn, EstoniaDirect marketing workshop Wazzap in Tallinn, Estonia
Direct marketing workshop Wazzap in Tallinn, EstoniaMichael Leander
 
The Sea of Change in Data-Driven Email Practices
The Sea of Change in Data-Driven Email PracticesThe Sea of Change in Data-Driven Email Practices
The Sea of Change in Data-Driven Email PracticesYes Lifecycle Marketing
 
modern marketing and networking and customer relationship management.
 modern marketing and networking and customer relationship management. modern marketing and networking and customer relationship management.
modern marketing and networking and customer relationship management.Aqib ali
 
Gilt Groupe Achieving Unprecedented Customer Engagement Through Personalizati...
Gilt Groupe Achieving Unprecedented Customer Engagement Through Personalizati...Gilt Groupe Achieving Unprecedented Customer Engagement Through Personalizati...
Gilt Groupe Achieving Unprecedented Customer Engagement Through Personalizati...Vivastream
 

Similar to How To Close More MQLs (20)

Whitepaper: Always be closing
Whitepaper: Always be closingWhitepaper: Always be closing
Whitepaper: Always be closing
 
The ABCS Of Selling In 2016 And Beyond
The ABCS Of Selling In 2016 And BeyondThe ABCS Of Selling In 2016 And Beyond
The ABCS Of Selling In 2016 And Beyond
 
Whitepaper: Always be Closing
Whitepaper: Always be ClosingWhitepaper: Always be Closing
Whitepaper: Always be Closing
 
Always_Be_Closing_book
Always_Be_Closing_bookAlways_Be_Closing_book
Always_Be_Closing_book
 
INBOUND MARKETING DOES NOT CLOSE DEALS [INBOUND 2014]
INBOUND MARKETING DOES NOT CLOSE DEALS [INBOUND 2014]INBOUND MARKETING DOES NOT CLOSE DEALS [INBOUND 2014]
INBOUND MARKETING DOES NOT CLOSE DEALS [INBOUND 2014]
 
4 Secrets That Make Marketers Drive Revenue
4 Secrets That Make Marketers Drive Revenue4 Secrets That Make Marketers Drive Revenue
4 Secrets That Make Marketers Drive Revenue
 
Social Selling Roadshow - San Francisco
Social Selling Roadshow - San FranciscoSocial Selling Roadshow - San Francisco
Social Selling Roadshow - San Francisco
 
The Future Of Sales
The Future Of SalesThe Future Of Sales
The Future Of Sales
 
Deadly sins of demand generation for b2b marketing: uncut
Deadly sins of demand generation for b2b marketing: uncutDeadly sins of demand generation for b2b marketing: uncut
Deadly sins of demand generation for b2b marketing: uncut
 
Newsletter Fall 2016
Newsletter Fall 2016Newsletter Fall 2016
Newsletter Fall 2016
 
Social Selling Roadshow - Chicago
Social Selling Roadshow - ChicagoSocial Selling Roadshow - Chicago
Social Selling Roadshow - Chicago
 
Culture To Build Loyalty 090920
Culture To Build Loyalty 090920Culture To Build Loyalty 090920
Culture To Build Loyalty 090920
 
eFactor: Why Customer Experience is the Next Big Thing in Sales
eFactor: Why Customer Experience is the Next Big Thing in SaleseFactor: Why Customer Experience is the Next Big Thing in Sales
eFactor: Why Customer Experience is the Next Big Thing in Sales
 
Swipe. Click. Binge. Repeat. What Happens When Performance Marketing Isn't En...
Swipe. Click. Binge. Repeat. What Happens When Performance Marketing Isn't En...Swipe. Click. Binge. Repeat. What Happens When Performance Marketing Isn't En...
Swipe. Click. Binge. Repeat. What Happens When Performance Marketing Isn't En...
 
KEYNOTE: Swipe. Click. Binge. Repeat. What Happens When Performance Marketing...
KEYNOTE: Swipe. Click. Binge. Repeat. What Happens When Performance Marketing...KEYNOTE: Swipe. Click. Binge. Repeat. What Happens When Performance Marketing...
KEYNOTE: Swipe. Click. Binge. Repeat. What Happens When Performance Marketing...
 
Direct marketing workshop Wazzap in Tallinn, Estonia
Direct marketing workshop Wazzap in Tallinn, EstoniaDirect marketing workshop Wazzap in Tallinn, Estonia
Direct marketing workshop Wazzap in Tallinn, Estonia
 
The Sea of Change in Data-Driven Email Practices
The Sea of Change in Data-Driven Email PracticesThe Sea of Change in Data-Driven Email Practices
The Sea of Change in Data-Driven Email Practices
 
modern marketing and networking and customer relationship management.
 modern marketing and networking and customer relationship management. modern marketing and networking and customer relationship management.
modern marketing and networking and customer relationship management.
 
Gilt Groupe Achieving Unprecedented Customer Engagement Through Personalizati...
Gilt Groupe Achieving Unprecedented Customer Engagement Through Personalizati...Gilt Groupe Achieving Unprecedented Customer Engagement Through Personalizati...
Gilt Groupe Achieving Unprecedented Customer Engagement Through Personalizati...
 
Social Selling Roadshow - Los Angeles
Social Selling Roadshow - Los AngelesSocial Selling Roadshow - Los Angeles
Social Selling Roadshow - Los Angeles
 

How To Close More MQLs

  • 1. How to Close More MQLs How to Close More MQLs Dave McLaughlin Vsnap
  • 2. Inside sales is growing at 15x field sales. These reps have no efficient way to bring emotion & trust into buyer interactions. Source of 15x data point: Forbes.com
  • 4. Sales closes only 2% of MQLs. Source: QuotaFactory
  • 5. How that feels to marketers
  • 6. Why this happens “The world we see that seems so insane is the result of a belief system that is not working.” William James
  • 7. Marketing has an awesome belief system. It’s called inbound marketing.
  • 8. Sales does not have a prevailing belief system.
  • 9. And Marketing’s belief system does not work for Sales because Marketing & Sales are so different.
  • 12. The key to closing more leads? Clarify the Sales belief system.
  • 13. INFORMATION -Big Data -Insight -Left Brain EMOTION -Relationship -Non-verbal -Interface -Right Brain “Personal Sales” BUYER IMPACT & VELOCITY SELLER
  • 18. The Very First Sales Interaction Buyer gathers information Buyer chooses when to have an active conversation (content marketing) (sales) BUYER PATH SELLER ACTION personal video message phone call email
  • 19. Efficacy +34% Stickiness Increase in close rate 63% Reps comfortable in 1 wk +8.4x Avg vsnaps per day 88% Reps comfortable in 2 wks Adoption Revenue 3.3x Annual Contract Value
  • 20. Marketing & Sales Principles MQL SQL personas individual personalized personal 1 to many 1 to 1 automated interactions manual interactions content & information emotion & perceived risk
  • 21. That’s Personal Sales vsnap.com/blog
  • 22. Additional Resources Free Trial: Vsnap.com/close-more-inbound-leads Case Study on Penn Foster’s 34% increase in close rate: bit.ly/sales-revolution CONTACT Dave McLaughlin, CEO dave@vsnap.com @davemacboston