SlideShare a Scribd company logo
1 of 26
Download to read offline
Sales Qualified Leads

Generating Actionable Leads for Your Sales Team!


Presenter: Adam Dewey, Sales Manager"
A Little About Me!
                     •  Sold knives to SaaS and
                        everything in-between"
                     •  Ran marketing/sales for
                        concrete company"
                     •  Big Batman Fan "
What will we talk about today?!
•  Sales Qualified Lead (SQL) "
•  Lead Qualification"
    •  Implicit"
    •  Explicit"
    •  Blended Model"
    •  BANT"
•  Lead Erosion"
•  Wrap-Up "
Marketing Qualified Leads!
  Numbers, Numbers, Numbers!
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 "
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 "
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"
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!
Sales Ready Lead!
What is the difference?!
Sales Ready Lead!
Ways to Identify SRL’s"          Sales!   Marketing!
           •  Demographic"
           •  Behavior"
                    "
           *Makes Marketing a
            partner to Sales*"


	
  	
  



	
  
Demographically Qualified!
                          Company	
  
                            Size	
  
                                         Annual	
  
           Industry	
  
                                        Revenue	
  




    Geography	
                               Job	
  Title	
  
Lead Grade!
•  A = Excellent Prospect"
•  B = Good Prospect"
•  C = Fair Prospect"
•  D = Poor Prospect"
•  F = My Report Card

   "
Behavioral Qualifications!


                              Email        File
                             Open +1    Access +3   Webinar +10




                    YOUR
                  PROSPECT


                              Pricing    Website       Social
                             Page +5    Chat +10      Media +3
Behavioral Trump Card!
Interest vs. Intent!

  Interest (Researching)!        Intent (Buying)!

       Views 10 Pages"          “Request demo” Form"
   Downloads a Whitepaper"   Searches for Company Name"
     Attends a Webinar"             Product Trial"


               Exceptional Prospects!
BANT Qualification!
B.A.N.T."
•     Budget"
•     Authority "
•     Need "
•     Timeline "

     Traditional Opportunity qualification,

             not lead qualification!
Be Careful with BANT!
Lead Qualification!
                        Retained byReady Lead "
                             Sales Marketing"




         Demographic/
                            Lead Score!
            BANT!
Sales Ready Lead!!!!!
Lead Erosion!
Disqualifying a Once Qualified Lead!
Erosion Based Scoring!
    Erosion based scoring is taking negative prospect interactions

          or inactions into account when determining a SRL "
Lead Aging!


Aging:!
!
Great For Wine!
Bad For Leads	
  
	
  
Lead Scoring and Football!
       Michael Turner!




         Great	
  Lead	
  Score	
  



               BAD	
  FIT	
  
Defining Erosion Qualifications!
•  Negative Actions!
•  Unresponsive to Campaigns!
•  Recency!
•  Recycled to Marketing!
Questions!
Contact Info!
                                                                Adam Dewey         !
                                                                Sales Manager"
                                                            adam.dewey@pardot.com	
  
                                                                @adamdeweypardot	
  
                                                                         "
                                                                         "
                                                                         "
                                                                         "
                                                                         "

Pardot™, An ExactTarget® Company

950 East Paces Ferry Road, Suite 300, Atlanta, Georgia 30326"
	
  
404.492.6845 | 877.3B2B.ROI | www.pardot.com!

More Related Content

What's hot

Tour Accounting Strategies: Budgeting & Pricing for Tour Profitability
Tour Accounting Strategies: Budgeting & Pricing for Tour ProfitabilityTour Accounting Strategies: Budgeting & Pricing for Tour Profitability
Tour Accounting Strategies: Budgeting & Pricing for Tour ProfitabilityArival
 
Get Rich - Increase Your Revenue 80 Percent
Get Rich - Increase Your Revenue 80 PercentGet Rich - Increase Your Revenue 80 Percent
Get Rich - Increase Your Revenue 80 PercentAmy Larrimore
 
2012 Seth Lieberman at RamenCamp
2012 Seth Lieberman at RamenCamp2012 Seth Lieberman at RamenCamp
2012 Seth Lieberman at RamenCampRamenCamp
 
SEO for Real Estate Agents
SEO for Real Estate AgentsSEO for Real Estate Agents
SEO for Real Estate AgentsMatthew Rathbun
 
Southern Maryland Golden Results Marketing Proposal 2017
Southern Maryland Golden Results Marketing Proposal 2017Southern Maryland Golden Results Marketing Proposal 2017
Southern Maryland Golden Results Marketing Proposal 2017RE/MAX Leading Edge
 
Rethinking the Buyer's Journey - In-House Content Strategies
Rethinking the Buyer's Journey - In-House Content StrategiesRethinking the Buyer's Journey - In-House Content Strategies
Rethinking the Buyer's Journey - In-House Content StrategiesKeith Goode
 
Kw Commercial Listing Presentation V3
Kw Commercial Listing Presentation V3Kw Commercial Listing Presentation V3
Kw Commercial Listing Presentation V3Ronchro
 
Fishbeck, Thompson, Carr & Huber
Fishbeck, Thompson, Carr & HuberFishbeck, Thompson, Carr & Huber
Fishbeck, Thompson, Carr & Huberkosheban
 
Surrey Board of Trade Coffee News Ad
Surrey Board of Trade Coffee News AdSurrey Board of Trade Coffee News Ad
Surrey Board of Trade Coffee News Addrewbay11
 
Realm presentation m 1 22 10 show
Realm presentation m 1 22 10  showRealm presentation m 1 22 10  show
Realm presentation m 1 22 10 showrealmpromo
 
Corporate Real Estate Benefits (Part Two)
Corporate Real Estate Benefits (Part Two)Corporate Real Estate Benefits (Part Two)
Corporate Real Estate Benefits (Part Two)Florida Mobile Fusion
 
Edmonton Google Partners Event Recap - Adster Creative
Edmonton Google Partners Event Recap - Adster CreativeEdmonton Google Partners Event Recap - Adster Creative
Edmonton Google Partners Event Recap - Adster CreativeDavid Forster
 
Tamika Catchings - AM Keynote
Tamika Catchings - AM KeynoteTamika Catchings - AM Keynote
Tamika Catchings - AM KeynoteProjectCon
 

What's hot (15)

Tour Accounting Strategies: Budgeting & Pricing for Tour Profitability
Tour Accounting Strategies: Budgeting & Pricing for Tour ProfitabilityTour Accounting Strategies: Budgeting & Pricing for Tour Profitability
Tour Accounting Strategies: Budgeting & Pricing for Tour Profitability
 
Get Rich - Increase Your Revenue 80 Percent
Get Rich - Increase Your Revenue 80 PercentGet Rich - Increase Your Revenue 80 Percent
Get Rich - Increase Your Revenue 80 Percent
 
2012 Seth Lieberman at RamenCamp
2012 Seth Lieberman at RamenCamp2012 Seth Lieberman at RamenCamp
2012 Seth Lieberman at RamenCamp
 
SEO for Real Estate Agents
SEO for Real Estate AgentsSEO for Real Estate Agents
SEO for Real Estate Agents
 
Southern Maryland Golden Results Marketing Proposal 2017
Southern Maryland Golden Results Marketing Proposal 2017Southern Maryland Golden Results Marketing Proposal 2017
Southern Maryland Golden Results Marketing Proposal 2017
 
Rethinking the Buyer's Journey - In-House Content Strategies
Rethinking the Buyer's Journey - In-House Content StrategiesRethinking the Buyer's Journey - In-House Content Strategies
Rethinking the Buyer's Journey - In-House Content Strategies
 
Kw Commercial Listing Presentation V3
Kw Commercial Listing Presentation V3Kw Commercial Listing Presentation V3
Kw Commercial Listing Presentation V3
 
Fishbeck, Thompson, Carr & Huber
Fishbeck, Thompson, Carr & HuberFishbeck, Thompson, Carr & Huber
Fishbeck, Thompson, Carr & Huber
 
Surrey Board of Trade Coffee News Ad
Surrey Board of Trade Coffee News AdSurrey Board of Trade Coffee News Ad
Surrey Board of Trade Coffee News Ad
 
Gary Brown Winning and retaining customers DEW 2014
Gary Brown Winning and retaining customers DEW 2014Gary Brown Winning and retaining customers DEW 2014
Gary Brown Winning and retaining customers DEW 2014
 
Realm presentation m 1 22 10 show
Realm presentation m 1 22 10  showRealm presentation m 1 22 10  show
Realm presentation m 1 22 10 show
 
Six figure developer
Six figure developerSix figure developer
Six figure developer
 
Corporate Real Estate Benefits (Part Two)
Corporate Real Estate Benefits (Part Two)Corporate Real Estate Benefits (Part Two)
Corporate Real Estate Benefits (Part Two)
 
Edmonton Google Partners Event Recap - Adster Creative
Edmonton Google Partners Event Recap - Adster CreativeEdmonton Google Partners Event Recap - Adster Creative
Edmonton Google Partners Event Recap - Adster Creative
 
Tamika Catchings - AM Keynote
Tamika Catchings - AM KeynoteTamika Catchings - AM Keynote
Tamika Catchings - AM Keynote
 

Viewers also liked

Marketing Automation: Conquering the Questions in 2014
Marketing Automation: Conquering the Questions in 2014Marketing Automation: Conquering the Questions in 2014
Marketing Automation: Conquering the Questions in 2014Pepper
 
Finding Untapped Revenue in Your Database
Finding Untapped Revenue in Your DatabaseFinding Untapped Revenue in Your Database
Finding Untapped Revenue in Your DatabaseLeadSloth
 
16 Questions you must Answer to Grow your Business
16 Questions you must Answer to Grow your Business16 Questions you must Answer to Grow your Business
16 Questions you must Answer to Grow your BusinessKevin Gallagher
 
How a stranger becomes A qualified lead
How a stranger becomes A qualified leadHow a stranger becomes A qualified lead
How a stranger becomes A qualified leadKevin Gallagher
 
The B2B Digital Blueprint: How to Win More Sales-Qualified Leads
The B2B Digital Blueprint: How to Win More Sales-Qualified LeadsThe B2B Digital Blueprint: How to Win More Sales-Qualified Leads
The B2B Digital Blueprint: How to Win More Sales-Qualified LeadsDemandWave
 
The Essentials of Account-Based Marketing
The Essentials of Account-Based MarketingThe Essentials of Account-Based Marketing
The Essentials of Account-Based MarketingMarketo
 

Viewers also liked (6)

Marketing Automation: Conquering the Questions in 2014
Marketing Automation: Conquering the Questions in 2014Marketing Automation: Conquering the Questions in 2014
Marketing Automation: Conquering the Questions in 2014
 
Finding Untapped Revenue in Your Database
Finding Untapped Revenue in Your DatabaseFinding Untapped Revenue in Your Database
Finding Untapped Revenue in Your Database
 
16 Questions you must Answer to Grow your Business
16 Questions you must Answer to Grow your Business16 Questions you must Answer to Grow your Business
16 Questions you must Answer to Grow your Business
 
How a stranger becomes A qualified lead
How a stranger becomes A qualified leadHow a stranger becomes A qualified lead
How a stranger becomes A qualified lead
 
The B2B Digital Blueprint: How to Win More Sales-Qualified Leads
The B2B Digital Blueprint: How to Win More Sales-Qualified LeadsThe B2B Digital Blueprint: How to Win More Sales-Qualified Leads
The B2B Digital Blueprint: How to Win More Sales-Qualified Leads
 
The Essentials of Account-Based Marketing
The Essentials of Account-Based MarketingThe Essentials of Account-Based Marketing
The Essentials of Account-Based Marketing
 

Similar to Sales Qualified Leads – Generating Actionable Leads for Your Sales Team

How Your Sales Team Can Benefit from Marketing Automation
How Your Sales Team Can Benefit from Marketing AutomationHow Your Sales Team Can Benefit from Marketing Automation
How Your Sales Team Can Benefit from Marketing AutomationPardot
 
Marketing Concepts - Go-to-Market Templates
Marketing Concepts - Go-to-Market TemplatesMarketing Concepts - Go-to-Market Templates
Marketing Concepts - Go-to-Market TemplatesFour Quadrant LLC
 
CRM and Marketing Automation 101 - Evaluation, Implementation and Optimization
CRM and Marketing Automation 101 - Evaluation, Implementation and OptimizationCRM and Marketing Automation 101 - Evaluation, Implementation and Optimization
CRM and Marketing Automation 101 - Evaluation, Implementation and OptimizationPardot
 
Web Marketing 101 for Local Economic Development
Web Marketing 101 for Local Economic DevelopmentWeb Marketing 101 for Local Economic Development
Web Marketing 101 for Local Economic DevelopmentCirrus ABS
 
How Your Sales Can Benefit from Marketing Automation
How Your Sales Can Benefit from Marketing AutomationHow Your Sales Can Benefit from Marketing Automation
How Your Sales Can Benefit from Marketing AutomationPardot
 
Own your market
Own your marketOwn your market
Own your marketTom Erb
 
The Agony & Ecstasy of Building and Scaling Inside Sales
The Agony & Ecstasy of Building and Scaling Inside SalesThe Agony & Ecstasy of Building and Scaling Inside Sales
The Agony & Ecstasy of Building and Scaling Inside SalesIsaac Garcia
 
NIRI Dallas*Fort Worth 2013
NIRI Dallas*Fort Worth 2013NIRI Dallas*Fort Worth 2013
NIRI Dallas*Fort Worth 2013Michelle Golden
 
Mapping Your Marketing Processes to Automate Them
Mapping Your Marketing Processes to Automate ThemMapping Your Marketing Processes to Automate Them
Mapping Your Marketing Processes to Automate ThemPardot
 
Introduction to Content Marketing
Introduction to Content MarketingIntroduction to Content Marketing
Introduction to Content MarketingAndrew Malkin
 
The Magic of Marketing Metrics
The Magic of Marketing MetricsThe Magic of Marketing Metrics
The Magic of Marketing MetricsPardot
 
B2B Sales Strategy: Insider tips - MaRS Best Practices
B2B Sales Strategy: Insider tips - MaRS Best PracticesB2B Sales Strategy: Insider tips - MaRS Best Practices
B2B Sales Strategy: Insider tips - MaRS Best PracticesMaRS Discovery District
 
Improving Your Website - 9 Tips for Making it Effective for Your Business
Improving Your Website - 9 Tips for Making it Effective for Your Business Improving Your Website - 9 Tips for Making it Effective for Your Business
Improving Your Website - 9 Tips for Making it Effective for Your Business Gems Solutions
 
Marketing Automation & CRM: Terrible Twosome or Dynamic Duo?
Marketing Automation & CRM: Terrible Twosome or Dynamic Duo?Marketing Automation & CRM: Terrible Twosome or Dynamic Duo?
Marketing Automation & CRM: Terrible Twosome or Dynamic Duo?Pardot
 
Building and Growing Your Content/Inbound Marketing Agency and Consulting Pra...
Building and Growing Your Content/Inbound Marketing Agency and Consulting Pra...Building and Growing Your Content/Inbound Marketing Agency and Consulting Pra...
Building and Growing Your Content/Inbound Marketing Agency and Consulting Pra...Content Marketing World
 
Atlas Arkansas What Would Google Do?
Atlas Arkansas What Would Google Do?Atlas Arkansas What Would Google Do?
Atlas Arkansas What Would Google Do?Atlas Integrated
 
Authentic Marketing
Authentic MarketingAuthentic Marketing
Authentic MarketingOtentix
 
Pardot Elevate 2010: How Pardot Uses Pardot: Keeping up with the Pardashians
Pardot Elevate 2010: How Pardot Uses Pardot: Keeping up with the PardashiansPardot Elevate 2010: How Pardot Uses Pardot: Keeping up with the Pardashians
Pardot Elevate 2010: How Pardot Uses Pardot: Keeping up with the PardashiansPardot
 

Similar to Sales Qualified Leads – Generating Actionable Leads for Your Sales Team (20)

How Your Sales Team Can Benefit from Marketing Automation
How Your Sales Team Can Benefit from Marketing AutomationHow Your Sales Team Can Benefit from Marketing Automation
How Your Sales Team Can Benefit from Marketing Automation
 
Marketing Concepts - Go-to-Market Templates
Marketing Concepts - Go-to-Market TemplatesMarketing Concepts - Go-to-Market Templates
Marketing Concepts - Go-to-Market Templates
 
CRM and Marketing Automation 101 - Evaluation, Implementation and Optimization
CRM and Marketing Automation 101 - Evaluation, Implementation and OptimizationCRM and Marketing Automation 101 - Evaluation, Implementation and Optimization
CRM and Marketing Automation 101 - Evaluation, Implementation and Optimization
 
Web Marketing 101 for Local Economic Development
Web Marketing 101 for Local Economic DevelopmentWeb Marketing 101 for Local Economic Development
Web Marketing 101 for Local Economic Development
 
How Your Sales Can Benefit from Marketing Automation
How Your Sales Can Benefit from Marketing AutomationHow Your Sales Can Benefit from Marketing Automation
How Your Sales Can Benefit from Marketing Automation
 
Own your market
Own your marketOwn your market
Own your market
 
The Agony & Ecstasy of Building and Scaling Inside Sales
The Agony & Ecstasy of Building and Scaling Inside SalesThe Agony & Ecstasy of Building and Scaling Inside Sales
The Agony & Ecstasy of Building and Scaling Inside Sales
 
NIRI Dallas*Fort Worth 2013
NIRI Dallas*Fort Worth 2013NIRI Dallas*Fort Worth 2013
NIRI Dallas*Fort Worth 2013
 
Mapping Your Marketing Processes to Automate Them
Mapping Your Marketing Processes to Automate ThemMapping Your Marketing Processes to Automate Them
Mapping Your Marketing Processes to Automate Them
 
Introduction to Content Marketing
Introduction to Content MarketingIntroduction to Content Marketing
Introduction to Content Marketing
 
The Magic of Marketing Metrics
The Magic of Marketing MetricsThe Magic of Marketing Metrics
The Magic of Marketing Metrics
 
B2B Sales Strategy: Insider tips - MaRS Best Practices
B2B Sales Strategy: Insider tips - MaRS Best PracticesB2B Sales Strategy: Insider tips - MaRS Best Practices
B2B Sales Strategy: Insider tips - MaRS Best Practices
 
Improving Your Website - 9 Tips for Making it Effective for Your Business
Improving Your Website - 9 Tips for Making it Effective for Your Business Improving Your Website - 9 Tips for Making it Effective for Your Business
Improving Your Website - 9 Tips for Making it Effective for Your Business
 
Marketing Automation & CRM: Terrible Twosome or Dynamic Duo?
Marketing Automation & CRM: Terrible Twosome or Dynamic Duo?Marketing Automation & CRM: Terrible Twosome or Dynamic Duo?
Marketing Automation & CRM: Terrible Twosome or Dynamic Duo?
 
B2B Sales Strategy for Startups
B2B Sales Strategy for StartupsB2B Sales Strategy for Startups
B2B Sales Strategy for Startups
 
Building and Growing Your Content/Inbound Marketing Agency and Consulting Pra...
Building and Growing Your Content/Inbound Marketing Agency and Consulting Pra...Building and Growing Your Content/Inbound Marketing Agency and Consulting Pra...
Building and Growing Your Content/Inbound Marketing Agency and Consulting Pra...
 
Atlas Arkansas What Would Google Do?
Atlas Arkansas What Would Google Do?Atlas Arkansas What Would Google Do?
Atlas Arkansas What Would Google Do?
 
The Business of Me at EIJ by Mark S. Luckie
The Business of Me at EIJ by Mark S. LuckieThe Business of Me at EIJ by Mark S. Luckie
The Business of Me at EIJ by Mark S. Luckie
 
Authentic Marketing
Authentic MarketingAuthentic Marketing
Authentic Marketing
 
Pardot Elevate 2010: How Pardot Uses Pardot: Keeping up with the Pardashians
Pardot Elevate 2010: How Pardot Uses Pardot: Keeping up with the PardashiansPardot Elevate 2010: How Pardot Uses Pardot: Keeping up with the Pardashians
Pardot Elevate 2010: How Pardot Uses Pardot: Keeping up with the Pardashians
 

More from Pardot

11 Must-Attend #DF15 Sessions for B2B Marketers — Illustrated by Cheesy Stock...
11 Must-Attend #DF15 Sessions for B2B Marketers — Illustrated by Cheesy Stock...11 Must-Attend #DF15 Sessions for B2B Marketers — Illustrated by Cheesy Stock...
11 Must-Attend #DF15 Sessions for B2B Marketers — Illustrated by Cheesy Stock...Pardot
 
Ten Must-Know Marketing Automation Stats Infographic
Ten Must-Know Marketing Automation Stats InfographicTen Must-Know Marketing Automation Stats Infographic
Ten Must-Know Marketing Automation Stats InfographicPardot
 
9 Fascinating Email Marketing Stats
9 Fascinating Email Marketing Stats9 Fascinating Email Marketing Stats
9 Fascinating Email Marketing StatsPardot
 
The Marketing Technology Game of Thrones
The Marketing Technology Game of ThronesThe Marketing Technology Game of Thrones
The Marketing Technology Game of ThronesPardot
 
B2B Landing Page Inspiration
B2B Landing Page InspirationB2B Landing Page Inspiration
B2B Landing Page InspirationPardot
 
B2B Marketing Metrics That Matter
B2B Marketing Metrics That MatterB2B Marketing Metrics That Matter
B2B Marketing Metrics That MatterPardot
 
The ROI of Marketing Automation
The ROI of Marketing AutomationThe ROI of Marketing Automation
The ROI of Marketing AutomationPardot
 
The Little Engine That Could: How the Salesforce Foundation Markets with Pardot
The Little Engine That Could: How the Salesforce Foundation Markets with PardotThe Little Engine That Could: How the Salesforce Foundation Markets with Pardot
The Little Engine That Could: How the Salesforce Foundation Markets with PardotPardot
 
The Golden Rule of Lead Nurturing
The Golden Rule of Lead NurturingThe Golden Rule of Lead Nurturing
The Golden Rule of Lead NurturingPardot
 
The Dynamic Duo: Marketing Automation and Your CRM
The Dynamic Duo: Marketing Automation and Your CRMThe Dynamic Duo: Marketing Automation and Your CRM
The Dynamic Duo: Marketing Automation and Your CRMPardot
 
Pardot Customer Success: Teach For America
Pardot Customer Success: Teach For AmericaPardot Customer Success: Teach For America
Pardot Customer Success: Teach For AmericaPardot
 
Pardot Customer Success: Creating Agile Lead Management with Pronq, an HP Com...
Pardot Customer Success: Creating Agile Lead Management with Pronq, an HP Com...Pardot Customer Success: Creating Agile Lead Management with Pronq, an HP Com...
Pardot Customer Success: Creating Agile Lead Management with Pronq, an HP Com...Pardot
 
Pardot Story: Beyond List Email
Pardot Story: Beyond List EmailPardot Story: Beyond List Email
Pardot Story: Beyond List EmailPardot
 
Pardot + Data.com: Deliver Personalized Marketing at Scale
Pardot + Data.com: Deliver Personalized Marketing at ScalePardot + Data.com: Deliver Personalized Marketing at Scale
Pardot + Data.com: Deliver Personalized Marketing at ScalePardot
 
Overcoming the Top 3 SMB Challenges with Marketing Automation
Overcoming the Top 3 SMB Challenges with Marketing AutomationOvercoming the Top 3 SMB Challenges with Marketing Automation
Overcoming the Top 3 SMB Challenges with Marketing AutomationPardot
 
Make the Most of Your Salesforce + Pardot Integration
Make the Most of Your Salesforce + Pardot IntegrationMake the Most of Your Salesforce + Pardot Integration
Make the Most of Your Salesforce + Pardot IntegrationPardot
 
Love at First Click: Alluring Lead Generation Tactics to Pack Your Pipeline
Love at First Click: Alluring Lead Generation Tactics to Pack Your PipelineLove at First Click: Alluring Lead Generation Tactics to Pack Your Pipeline
Love at First Click: Alluring Lead Generation Tactics to Pack Your PipelinePardot
 
How to Create a Complete Customer Lifecycle With Marketing Automation
How to Create a Complete Customer Lifecycle With Marketing AutomationHow to Create a Complete Customer Lifecycle With Marketing Automation
How to Create a Complete Customer Lifecycle With Marketing AutomationPardot
 
Go Beyond the Sync: Elevate Your Salesforce + Pardot Campaigns
Go Beyond the Sync: Elevate Your Salesforce + Pardot CampaignsGo Beyond the Sync: Elevate Your Salesforce + Pardot Campaigns
Go Beyond the Sync: Elevate Your Salesforce + Pardot CampaignsPardot
 
Getting Sales to Buy In: Why Marketing Automation Isn't Just for Marketers
Getting Sales to Buy In: Why Marketing Automation Isn't Just for MarketersGetting Sales to Buy In: Why Marketing Automation Isn't Just for Marketers
Getting Sales to Buy In: Why Marketing Automation Isn't Just for MarketersPardot
 

More from Pardot (20)

11 Must-Attend #DF15 Sessions for B2B Marketers — Illustrated by Cheesy Stock...
11 Must-Attend #DF15 Sessions for B2B Marketers — Illustrated by Cheesy Stock...11 Must-Attend #DF15 Sessions for B2B Marketers — Illustrated by Cheesy Stock...
11 Must-Attend #DF15 Sessions for B2B Marketers — Illustrated by Cheesy Stock...
 
Ten Must-Know Marketing Automation Stats Infographic
Ten Must-Know Marketing Automation Stats InfographicTen Must-Know Marketing Automation Stats Infographic
Ten Must-Know Marketing Automation Stats Infographic
 
9 Fascinating Email Marketing Stats
9 Fascinating Email Marketing Stats9 Fascinating Email Marketing Stats
9 Fascinating Email Marketing Stats
 
The Marketing Technology Game of Thrones
The Marketing Technology Game of ThronesThe Marketing Technology Game of Thrones
The Marketing Technology Game of Thrones
 
B2B Landing Page Inspiration
B2B Landing Page InspirationB2B Landing Page Inspiration
B2B Landing Page Inspiration
 
B2B Marketing Metrics That Matter
B2B Marketing Metrics That MatterB2B Marketing Metrics That Matter
B2B Marketing Metrics That Matter
 
The ROI of Marketing Automation
The ROI of Marketing AutomationThe ROI of Marketing Automation
The ROI of Marketing Automation
 
The Little Engine That Could: How the Salesforce Foundation Markets with Pardot
The Little Engine That Could: How the Salesforce Foundation Markets with PardotThe Little Engine That Could: How the Salesforce Foundation Markets with Pardot
The Little Engine That Could: How the Salesforce Foundation Markets with Pardot
 
The Golden Rule of Lead Nurturing
The Golden Rule of Lead NurturingThe Golden Rule of Lead Nurturing
The Golden Rule of Lead Nurturing
 
The Dynamic Duo: Marketing Automation and Your CRM
The Dynamic Duo: Marketing Automation and Your CRMThe Dynamic Duo: Marketing Automation and Your CRM
The Dynamic Duo: Marketing Automation and Your CRM
 
Pardot Customer Success: Teach For America
Pardot Customer Success: Teach For AmericaPardot Customer Success: Teach For America
Pardot Customer Success: Teach For America
 
Pardot Customer Success: Creating Agile Lead Management with Pronq, an HP Com...
Pardot Customer Success: Creating Agile Lead Management with Pronq, an HP Com...Pardot Customer Success: Creating Agile Lead Management with Pronq, an HP Com...
Pardot Customer Success: Creating Agile Lead Management with Pronq, an HP Com...
 
Pardot Story: Beyond List Email
Pardot Story: Beyond List EmailPardot Story: Beyond List Email
Pardot Story: Beyond List Email
 
Pardot + Data.com: Deliver Personalized Marketing at Scale
Pardot + Data.com: Deliver Personalized Marketing at ScalePardot + Data.com: Deliver Personalized Marketing at Scale
Pardot + Data.com: Deliver Personalized Marketing at Scale
 
Overcoming the Top 3 SMB Challenges with Marketing Automation
Overcoming the Top 3 SMB Challenges with Marketing AutomationOvercoming the Top 3 SMB Challenges with Marketing Automation
Overcoming the Top 3 SMB Challenges with Marketing Automation
 
Make the Most of Your Salesforce + Pardot Integration
Make the Most of Your Salesforce + Pardot IntegrationMake the Most of Your Salesforce + Pardot Integration
Make the Most of Your Salesforce + Pardot Integration
 
Love at First Click: Alluring Lead Generation Tactics to Pack Your Pipeline
Love at First Click: Alluring Lead Generation Tactics to Pack Your PipelineLove at First Click: Alluring Lead Generation Tactics to Pack Your Pipeline
Love at First Click: Alluring Lead Generation Tactics to Pack Your Pipeline
 
How to Create a Complete Customer Lifecycle With Marketing Automation
How to Create a Complete Customer Lifecycle With Marketing AutomationHow to Create a Complete Customer Lifecycle With Marketing Automation
How to Create a Complete Customer Lifecycle With Marketing Automation
 
Go Beyond the Sync: Elevate Your Salesforce + Pardot Campaigns
Go Beyond the Sync: Elevate Your Salesforce + Pardot CampaignsGo Beyond the Sync: Elevate Your Salesforce + Pardot Campaigns
Go Beyond the Sync: Elevate Your Salesforce + Pardot Campaigns
 
Getting Sales to Buy In: Why Marketing Automation Isn't Just for Marketers
Getting Sales to Buy In: Why Marketing Automation Isn't Just for MarketersGetting Sales to Buy In: Why Marketing Automation Isn't Just for Marketers
Getting Sales to Buy In: Why Marketing Automation Isn't Just for Marketers
 

Recently uploaded

Videogame localization & technology_ how to enhance the power of translation.pdf
Videogame localization & technology_ how to enhance the power of translation.pdfVideogame localization & technology_ how to enhance the power of translation.pdf
Videogame localization & technology_ how to enhance the power of translation.pdfinfogdgmi
 
VoIP Service and Marketing using Odoo and Asterisk PBX
VoIP Service and Marketing using Odoo and Asterisk PBXVoIP Service and Marketing using Odoo and Asterisk PBX
VoIP Service and Marketing using Odoo and Asterisk PBXTarek Kalaji
 
NIST Cybersecurity Framework (CSF) 2.0 Workshop
NIST Cybersecurity Framework (CSF) 2.0 WorkshopNIST Cybersecurity Framework (CSF) 2.0 Workshop
NIST Cybersecurity Framework (CSF) 2.0 WorkshopBachir Benyammi
 
Comparing Sidecar-less Service Mesh from Cilium and Istio
Comparing Sidecar-less Service Mesh from Cilium and IstioComparing Sidecar-less Service Mesh from Cilium and Istio
Comparing Sidecar-less Service Mesh from Cilium and IstioChristian Posta
 
20230202 - Introduction to tis-py
20230202 - Introduction to tis-py20230202 - Introduction to tis-py
20230202 - Introduction to tis-pyJamie (Taka) Wang
 
OpenShift Commons Paris - Choose Your Own Observability Adventure
OpenShift Commons Paris - Choose Your Own Observability AdventureOpenShift Commons Paris - Choose Your Own Observability Adventure
OpenShift Commons Paris - Choose Your Own Observability AdventureEric D. Schabell
 
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019IES VE
 
Anypoint Code Builder , Google Pub sub connector and MuleSoft RPA
Anypoint Code Builder , Google Pub sub connector and MuleSoft RPAAnypoint Code Builder , Google Pub sub connector and MuleSoft RPA
Anypoint Code Builder , Google Pub sub connector and MuleSoft RPAshyamraj55
 
Artificial Intelligence & SEO Trends for 2024
Artificial Intelligence & SEO Trends for 2024Artificial Intelligence & SEO Trends for 2024
Artificial Intelligence & SEO Trends for 2024D Cloud Solutions
 
Using IESVE for Loads, Sizing and Heat Pump Modeling to Achieve Decarbonization
Using IESVE for Loads, Sizing and Heat Pump Modeling to Achieve DecarbonizationUsing IESVE for Loads, Sizing and Heat Pump Modeling to Achieve Decarbonization
Using IESVE for Loads, Sizing and Heat Pump Modeling to Achieve DecarbonizationIES VE
 
Crea il tuo assistente AI con lo Stregatto (open source python framework)
Crea il tuo assistente AI con lo Stregatto (open source python framework)Crea il tuo assistente AI con lo Stregatto (open source python framework)
Crea il tuo assistente AI con lo Stregatto (open source python framework)Commit University
 
UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7DianaGray10
 
Empowering Africa's Next Generation: The AI Leadership Blueprint
Empowering Africa's Next Generation: The AI Leadership BlueprintEmpowering Africa's Next Generation: The AI Leadership Blueprint
Empowering Africa's Next Generation: The AI Leadership BlueprintMahmoud Rabie
 
KubeConEU24-Monitoring Kubernetes and Cloud Spend with OpenCost
KubeConEU24-Monitoring Kubernetes and Cloud Spend with OpenCostKubeConEU24-Monitoring Kubernetes and Cloud Spend with OpenCost
KubeConEU24-Monitoring Kubernetes and Cloud Spend with OpenCostMatt Ray
 
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...Will Schroeder
 
COMPUTER 10: Lesson 7 - File Storage and Online Collaboration
COMPUTER 10: Lesson 7 - File Storage and Online CollaborationCOMPUTER 10: Lesson 7 - File Storage and Online Collaboration
COMPUTER 10: Lesson 7 - File Storage and Online Collaborationbruanjhuli
 
AI Fame Rush Review – Virtual Influencer Creation In Just Minutes
AI Fame Rush Review – Virtual Influencer Creation In Just MinutesAI Fame Rush Review – Virtual Influencer Creation In Just Minutes
AI Fame Rush Review – Virtual Influencer Creation In Just MinutesMd Hossain Ali
 
How Accurate are Carbon Emissions Projections?
How Accurate are Carbon Emissions Projections?How Accurate are Carbon Emissions Projections?
How Accurate are Carbon Emissions Projections?IES VE
 

Recently uploaded (20)

Videogame localization & technology_ how to enhance the power of translation.pdf
Videogame localization & technology_ how to enhance the power of translation.pdfVideogame localization & technology_ how to enhance the power of translation.pdf
Videogame localization & technology_ how to enhance the power of translation.pdf
 
VoIP Service and Marketing using Odoo and Asterisk PBX
VoIP Service and Marketing using Odoo and Asterisk PBXVoIP Service and Marketing using Odoo and Asterisk PBX
VoIP Service and Marketing using Odoo and Asterisk PBX
 
NIST Cybersecurity Framework (CSF) 2.0 Workshop
NIST Cybersecurity Framework (CSF) 2.0 WorkshopNIST Cybersecurity Framework (CSF) 2.0 Workshop
NIST Cybersecurity Framework (CSF) 2.0 Workshop
 
201610817 - edge part1
201610817 - edge part1201610817 - edge part1
201610817 - edge part1
 
Comparing Sidecar-less Service Mesh from Cilium and Istio
Comparing Sidecar-less Service Mesh from Cilium and IstioComparing Sidecar-less Service Mesh from Cilium and Istio
Comparing Sidecar-less Service Mesh from Cilium and Istio
 
20230202 - Introduction to tis-py
20230202 - Introduction to tis-py20230202 - Introduction to tis-py
20230202 - Introduction to tis-py
 
OpenShift Commons Paris - Choose Your Own Observability Adventure
OpenShift Commons Paris - Choose Your Own Observability AdventureOpenShift Commons Paris - Choose Your Own Observability Adventure
OpenShift Commons Paris - Choose Your Own Observability Adventure
 
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
IESVE Software for Florida Code Compliance Using ASHRAE 90.1-2019
 
Anypoint Code Builder , Google Pub sub connector and MuleSoft RPA
Anypoint Code Builder , Google Pub sub connector and MuleSoft RPAAnypoint Code Builder , Google Pub sub connector and MuleSoft RPA
Anypoint Code Builder , Google Pub sub connector and MuleSoft RPA
 
Artificial Intelligence & SEO Trends for 2024
Artificial Intelligence & SEO Trends for 2024Artificial Intelligence & SEO Trends for 2024
Artificial Intelligence & SEO Trends for 2024
 
Using IESVE for Loads, Sizing and Heat Pump Modeling to Achieve Decarbonization
Using IESVE for Loads, Sizing and Heat Pump Modeling to Achieve DecarbonizationUsing IESVE for Loads, Sizing and Heat Pump Modeling to Achieve Decarbonization
Using IESVE for Loads, Sizing and Heat Pump Modeling to Achieve Decarbonization
 
Crea il tuo assistente AI con lo Stregatto (open source python framework)
Crea il tuo assistente AI con lo Stregatto (open source python framework)Crea il tuo assistente AI con lo Stregatto (open source python framework)
Crea il tuo assistente AI con lo Stregatto (open source python framework)
 
UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7
 
Empowering Africa's Next Generation: The AI Leadership Blueprint
Empowering Africa's Next Generation: The AI Leadership BlueprintEmpowering Africa's Next Generation: The AI Leadership Blueprint
Empowering Africa's Next Generation: The AI Leadership Blueprint
 
KubeConEU24-Monitoring Kubernetes and Cloud Spend with OpenCost
KubeConEU24-Monitoring Kubernetes and Cloud Spend with OpenCostKubeConEU24-Monitoring Kubernetes and Cloud Spend with OpenCost
KubeConEU24-Monitoring Kubernetes and Cloud Spend with OpenCost
 
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
Apres-Cyber - The Data Dilemma: Bridging Offensive Operations and Machine Lea...
 
COMPUTER 10: Lesson 7 - File Storage and Online Collaboration
COMPUTER 10: Lesson 7 - File Storage and Online CollaborationCOMPUTER 10: Lesson 7 - File Storage and Online Collaboration
COMPUTER 10: Lesson 7 - File Storage and Online Collaboration
 
AI Fame Rush Review – Virtual Influencer Creation In Just Minutes
AI Fame Rush Review – Virtual Influencer Creation In Just MinutesAI Fame Rush Review – Virtual Influencer Creation In Just Minutes
AI Fame Rush Review – Virtual Influencer Creation In Just Minutes
 
How Accurate are Carbon Emissions Projections?
How Accurate are Carbon Emissions Projections?How Accurate are Carbon Emissions Projections?
How Accurate are Carbon Emissions Projections?
 
20150722 - AGV
20150722 - AGV20150722 - AGV
20150722 - AGV
 

Sales Qualified Leads – Generating Actionable Leads for Your Sales Team

  • 1. Sales Qualified Leads
 Generating Actionable Leads for Your Sales Team! 
 Presenter: Adam Dewey, Sales Manager"
  • 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 "
  • 4. Marketing Qualified Leads! Numbers, Numbers, Numbers!
  • 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!
  • 9. Sales Ready Lead! What is the difference?!
  • 10. Sales Ready Lead! Ways to Identify SRL’s" Sales! Marketing! •  Demographic" •  Behavior" " *Makes Marketing a partner to Sales*"      
  • 11. Demographically Qualified! Company   Size   Annual   Industry   Revenue   Geography   Job  Title  
  • 12. Lead Grade! •  A = Excellent Prospect" •  B = Good Prospect" •  C = Fair Prospect" •  D = Poor Prospect" •  F = My Report Card
 "
  • 13. Behavioral Qualifications! Email File Open +1 Access +3 Webinar +10 YOUR PROSPECT Pricing Website Social Page +5 Chat +10 Media +3
  • 15. Interest vs. Intent! Interest (Researching)! Intent (Buying)! Views 10 Pages" “Request demo” Form" Downloads a Whitepaper" Searches for Company Name" Attends a Webinar" Product Trial" Exceptional Prospects!
  • 16. BANT Qualification! B.A.N.T." •  Budget" •  Authority " •  Need " •  Timeline " Traditional Opportunity qualification,
 not lead qualification!
  • 18. Lead Qualification! Retained byReady Lead " Sales Marketing" Demographic/ Lead Score! BANT!
  • 20. Lead Erosion! Disqualifying a Once Qualified Lead!
  • 21. Erosion Based Scoring! Erosion based scoring is taking negative prospect interactions
 or inactions into account when determining a SRL "
  • 22. Lead Aging! Aging:! ! Great For Wine! Bad For Leads    
  • 23. Lead Scoring and Football! Michael Turner! Great  Lead  Score   BAD  FIT  
  • 24. Defining Erosion Qualifications! •  Negative Actions! •  Unresponsive to Campaigns! •  Recency! •  Recycled to Marketing!
  • 26. Contact Info! Adam Dewey ! Sales Manager" adam.dewey@pardot.com   @adamdeweypardot   " " " " " Pardot™, An ExactTarget® Company
 950 East Paces Ferry Road, Suite 300, Atlanta, Georgia 30326"   404.492.6845 | 877.3B2B.ROI | www.pardot.com!