2. A Little About Me!
• Sold knives to SaaS and
everything in-between"
• Ran marketing/sales for
concrete company"
• Big Batman Fan "
3. What will we talk about today?!
• Sales Qualified Lead (SQL) "
• Lead Qualification"
• Implicit"
• Explicit"
• Blended Model"
• BANT"
• Lead Erosion"
• Wrap-Up "
5. Sounds like your last campaign?!
• The Campaign – Drive traffic to a landing page
through different channels that offers content to
those that convert"
• The Results – 500 content downloads "
• The Leads – All 500 respondents are passed
to sales for immediate follow up"
• The Cost – $10,000"
• The Results – Sales gripes about lead quality,
difficulty to connect, and marketing has to
manually gauge the ROI of the campaign "
6. It’s All About the Numbers!
• 80% of all leads never
have a meaningful
conversation with a
sales professional. "
-Forrester!
• Only 17% of all leads
convert to qualified
sales opportunities. "
-Bridge Group "
7. Marketing Qualified Leads!
• A large number of
assigned leads
should have never
crossed over to the
Sales team "
!
• 70% of mishandled
leads will buy from
a competitor within
24 months"
8. Marketing Qualified Leads – cont’d!
Traditional Model! New Thinking!
Inquiries / Conversions! Inquiries / Conversions!
Assign to Sales! Nurture!
Sales Qualified! Sales Ready!
Opportunity! Opportunity!
Won! Won!