Finally, Achieve Better Lead Flow for a Faster Funnel
Understand how to streamline your lead flow including your lead qualification, routing, and follow up processes to increase win rates, accelerate your funnel, and drive more revenue.
Inside the eBook
“Marketing and sales need to be in lockstep with each other for a seamless lead flow experience. A technique to align the two departments is the use of a Service Level Agreement (SLA). The SLA should define the process for lead qualification, what the two agree upon as a marketing qualified lead, how the lead will be handed off from marketing to sales, acceptable lead response times, methods for sales follow up, and the number of attempts that sales should make to connect with the lead.…”
Advancing Your Lead Routing Strategy
“Your lead routing strategy needs to take into consideration not only how your sales team is organized by vertical or territory, but also how you want to handle different types of leads such as handraisers, nurture leads, and leads that are associated to target accounts. Which leads do you want to be routed to your BDR’s / SDR’s and which ones do you want to go directly to your AE’s? Be sure to map out your routing first for each type of lead prior to implementation….”
“60% of leads will say no four times before saying yes. Which means lead follow up has to be done consistently, however following up with every lead manually is not scalable. Discuss the different types of inbound leads that you have and decide who you want to automate your follow up for and who you want to give the manual, customized, white glove treatment. This can typically be decided using your lead qualification process and using target accounts as the “always white glove” exception. You may only want your AE’s manually following up with leads that have a fit level rating with your business in the A to A+ range…”
“Understanding your rate of conversion from Prospect to MQL, MQL to SAL, and SAL to SQL in addition to the velocity of progression will help you understand your lead flow efficiency level. Using a lifecycle stage custom object in your CRM with fields for timestamping, along with automation, can help you track when certain stages in your lead flow are getting stalled and can help identify areas for improvement, so that you can optimize for success….”
Resource for the Journey
When it came time to bring in a partner, it was a no-brainer for me to choose SaaScend again. They are thought leaders who really know what they are doing. —Alicia Balance
