Transcript
Page 1: Handle Inbound Leads

How the #@$! AM I

Inbound Leads?SUpposed to handle all these

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IN 2013, we experienced a big problem...

Hi, I’m Kyle, Founder andCEO of Salesloft.

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Believe it or not, we were GENERATING MORE LEADS THAN

WE COULD HANDLE...

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A Lot More.

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It WAS Actually HURTING OUR BUSINESS.

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This is what We’re Doing NOW to take full advantage of

our pipeline...

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Hiring a dedicated lead handler1.

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It shouldn't be a sales rep's job to manage these inbound leads.

Specialization yields efficiency.

Our inbound rep will be better than anyone else at handling

inbound leads.

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getting full contact information for our leads2.

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Through simple social sign-in, we’re able to capture relevant information on new

prospects.

when they sign up, we deliver this in anemail to our inbound rep.

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They get all this info... 

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Automatic grading3.

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We use Pardot to automatically grade prospects. 

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the criteria looks like this...

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As all these leads come in, grade adjustments automatically apply.

they look like this:

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Respondingquickly4.

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when new users sign up they receive an auto-responder from the CEO...

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...and a sincere, personal email fromour inbound reps.

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Don’t Go directlyfor a demo5.

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A large percentage of our new users can buy our product...

but they still need to be qualified in order to see a demo.

We are very judicious of our time.

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our reps ask questions like:

1. What are you revenue goals for 2014? 2. what’s the makeup of your sales organization?

3. What prospecting tools are you using today?

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They’re trying to establish 2/4 qualification criteriA:

a- authorityn- needu- urgencym- money

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6.Using outbound toboost inbound

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When we receive inbound from a rep, we use our tool to find the top

executives on the team and loop them into our outreach effort.

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our mission is to let the decision maker know that His or her team is

interested in our product.

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now you knowwhat to do...

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By implementing these process, SalesLoft has been able to convert

more opportunities and maximize the efficiency of our inbound leads.

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we increased annual recurring revenue month-to-date (That’s 23

days) by 83.76%.

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makes it easier to generate accurate and targeted lists of leads from the internet.

SIgn up here.


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