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How To Close More MQLs

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Vsnap
Vsnap

Sales only closes 2% of MQLs. We can do better. Here are some tools & tactics to help salespeople convert more inbound leads into active sales conversations.

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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

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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