How To Close More MQLs
Transcript of How To Close More MQLs
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How to Close More MQLs
Dave McLaughlin
Vsnap
How to Close More MQLs
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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
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Sales closes only 2% of MQLs.
Source: QuotaFactory
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How that feels to marketers
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“The world we see that seems so insane is the result of a belief system that is not working.”William James
Why this happens
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Marketing has an awesome
belief system.
It’s called inbound marketing.
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Sales does not have
a prevailing belief system.
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And Marketing’s belief system
does not work for Sales
because Marketing & Sales
are so different.
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This is Marketing
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This is Sales
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The key to closing more leads?
Clarify the Sales belief system.
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INFORMATION-Big Data-Insight-Left Brain
EMOTION-Relationship-Non-verbal-Interface-Right Brain
IMPACT
&
VELOCITY
SELLER
BUYER
“Personal Sales”
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bit.ly/closemoresqls
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Buyer gathers information
(content marketing) (sales)
Buyer chooses when to have an active conversation
BUYERPATH
SELLERACTION
phone call
personal video message
The Very First Sales Interaction
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Stickiness
Efficacy +34%Increase in close rate
+8.4xAvg vsnaps per day
63% Reps comfortable in 1 wk
88%Reps comfortable in 2 wks
Adoption
Revenue 3.3xAnnual Contract Value
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Marketing & Sales Principles
personas individual
personalized personal
1 to many 1 to 1
automated interactions
manual interactions
content & information
emotion & perceived risk
MQL SQL
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vsnap.com/blog
That’s Personal Sales
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CONTACTDave McLaughlin, [email protected]@davemacboston
Case Study on Penn Foster’s34% increase in close rate:bit.ly/sales-revolution
Additional Resources
Free Trial: Vsnap.com/close-more-inbound-leads