oppsource tele-qualification best practices
TRANSCRIPT
®
The Unspoken and Unclaimed Work
®
Mark Galloway – CEO of OppSource
OppSource:
• Is a managed service and cloud platform purpose-built for B2B lead development
• Turns hand raisers into to qualified “sales ready” opportunities that sales can retire quota with
OppSource has:
• Over 6 years experience and over 4,000,000 B2B processed leads
• The techniques and best practices proven to make a difference in your pipeline building
efforts
®
Marketing
How to get the “Glengarry” Leads?
© siochembio.blogspot.com
Sales
70% of sales leads are disqualified
- Vorsight & The Bridge Group study
®
Lots-‐o-‐Leads = Big Pipeline Right?
®
The Unspoken and Unclaimed Work
Marketing won’t develop
leads
Sales “cherry picks”
Who will do the work?
The answer = Inside Sales and BDRs
®
Imagine Assembling a Deal Like they assembled cars in 1904….
All the work on the shoulders of One Superstar Sales Professional
®
Inside Sales / Lead Development Funnel Thinking meets JIT/SCM Thinking
Constraint Lead Flow
MarkeKng Waste
MarkeKng Waste
®
-‐ InsideSales.com
Inside Sales Positions are
Growing at a rate of 300%
®
It’s a Big Trend to implement inside sales/lead development
• MAP implementaKons creaKng a lot of leads, but pipelines are not growing
• High Cost of Sales
®
In Target Audience
Conversations with multiple
contacts
“Early CQQ” qualification
QSO deliverable
Criteria for a Sales Accepted Lead
®
6 Best Practices to Improve Pipeline Velocity
Best Practice #1
Triage / filtration process
®
6 Best Practices to Improve Pipeline Velocity
Best Practice #2
Account Optimization &
Database Appending
®
6 Best Practices to Improve Pipeline Velocity
Best Practice #3
Moment of Interest Follow-Up
®
6 Best Practices to Improve Pipeline Velocity
Best Practice #4
Disciplined Pursuit Process
®
6 Best Practices to Improve Pipeline Velocity
Best Practice #5
A Kinder, Gentler Approach
®
6 Best Practices to Improve Pipeline Velocity
Best Practice #6
Measure and Continuously
Improve
®Sales
Summary and Closing
Marketing
• Leads within TAM • MulKple touch points • ANributes that maNer • Early CQQ qualificaKon • History of interacKons
