how to close more mqls

How to Close More MQLs

Dave McLaughlin

Vsnap

How to Close More MQLs

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

Sales closes only 2% of MQLs.

Source: QuotaFactory

How that feels to marketers

“The world we see that seems so insane is the result of a belief system that is not working.”William James

Why this happens

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

IMPACT

&

VELOCITY

SELLER

BUYER

“Personal Sales”

bit.ly/closemoresqls

Buyer gathers information

(content marketing) (sales)

Buyer chooses when to have an active conversation

BUYERPATH

SELLERACTION

phone call

email

personal video message

The Very First Sales Interaction

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

Marketing & Sales Principles

personas individual

personalized personal

1 to many 1 to 1

automated interactions

manual interactions

content & information

emotion & perceived risk

MQL SQL

vsnap.com/blog

That’s Personal Sales

CONTACTDave McLaughlin, CEOdave@vsnap.com@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