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