how to close more mqls
TRANSCRIPT
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
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, [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