Upload
fliptop
View
569
Download
0
Embed Size (px)
Citation preview
2#gotleads
Housekeeping
If you can see the slides and hear me please raise your hand in the GoToWebinar Dashboard
Your speakers
Jacco van der KooijSales Strategy ConsultantsThe Future of Sales is Now
Jessica CrossDirector of MarketingFliptop
3
@IndoJacco @jfayesf | @fliptop
#gotleads
4
Today’s Webinar Agenda
1. Quarterly Goals2. Scaling Marketing to Meet Sales Goals3. Calculating The Cost4. Q&A
To submit questions during the webinar, please tweet them:
#gotleads @fliptop
#gotleads
5
Any of these quarterly goals look familiar?
Increase marketing qualified leads (MQLs)
Increase marketing’s contribution to pipeline
#gotleads
Increase in MQLs – Scaling ProblemM
QLs
Time
500
400
300
200
100
Trade Event Web
Seminar
PeakMQLs
8#gotleads
SDRCapacit
y
14
Options to make your quarterly goal
#gotleads
• Buy more leads
• Higher more sales reps
• Improve MQL to SQL Ratio (conversion rate)
• Improve SQL to Close Ratio (win/loss ratio)
Costs $$$ and takes months for leads to mature
Costs $$$ and takes months to train and ramp
16
Underlying Assumptions
Assumptions
Monthly cost for SDR $6,000.00
Calls per day 30
Workable days in a month 22
Leads processed a month 660
#gotleads
17
Math Time
#gotleads
Leads Grade A + B LeadsNumber of Monthly Leads 10,000 4,000
Total Cost to call every lead $90,909.09 $36,363.64
Average conversion rate 5.00% 12.50%SQL 500 500
Pipeline $3,000,000.00 $3,000,000.00Average Deal Size $6,000.00 $6,000.00
Close Rate 25.00% 30.00%Closed deals $750,000.00 $900,000.00
Head count cost ($90,909.09) ($36,363.64)Margin $659,090.91 $863,636.36
Delta $204,545.45
Conventional lead scoring looks at just a few data points
Industry
Marketing activityJob title
LocationBudgetCompany size
#gotleads 19
Lead Scoring
Industry
Email addressJob title
LocationBudgetCompany size
Gender
Marketing activity
Funding
Hiring
Technology Stack
Open job postingsSocial Presence
Age
Youtube URLSocial gender
Website form
LinkedIn URL
Founded Year
Email List
Tech SEO
Company Type
Invested Capital
Youtube views
Traffic Rank
Engine Optimizer
Facebook AdvertiserCRM Software
Accepts Payments
Tech Media
Market Value
Social Occupation
Facebook Shares
Facebook LikesStocks
Twitter URL
Net Income
Employees TotalTwitter Match Score
Social Profile Photo
Paid Analytics
Influence Score
Social Presence
Website form
Social Profile Photo
Open Job Postings
Funding
Business Twitter Followers
iPhone App
iPhone App RatingCompany Age
Android App
Influence Score
Android App Rating
Has WebsiteNAICS Code
USSIC Code
UKSIC Code
Industry Ranking
Market CapitalizationCash Balance
Sales Growth Percentage
Publicly listedAge GroupOpen Management Jobs
Open Legal Jobs
Employee Count
Has Disposable Email Non-Business EmailInvalid Phone Number
Uses PHP
Uses Apache
Content Delivery Network
Cross-Browser Compatibility
Uses DNS
Uses .NET
Uses Data Feeds
Has Forms
Uses PHP
Uses JavaScriptUses SlideshowsJavascript Menus
Name server Parked Domain
Influence Score
Open Job PostingsEmployee Count
Uses JavaName server
Engine Optimizer
Content Delivery NetworkUses Data Feeds
Uses NginxUses TooltipIncludes Videos
Uses Wordpress
Employees Total
Employee Count
Open Production JobsAndroid App
Engine Optimizer
HiringTech SEO
Traffic Rank
Social OccupationNet IncomeUses Slideshows
Parked DomainOpen Job Postings
Uses Ajax
Uses .NET
Publicly listedNon-Business Email
Uses DNSOpen Military-Specific Jobs
Industry Code
Engine Optimizer
Uses Perl
Uses Ajax
Uses Apache
Open Job Postings
Open Job PostingsIncludes Videos
Social Profile PhotoAge group
Uses Python
Uses TooltipJavaScript Menus
Has Forms
Open Job Postings
Includes Videos
Uses DNSUses Apache
Invested CapitalOpen Other jobs
20#gotleads
The Fliptop process
Historical Sales
3,500+ Signals / 40+ Data Sources
Machine LearningModel Tournament
#gotleads 22
Case Study
57% Decrease in time to close for new business deals
Increase in new business pipeline
Amount spent on new headcount to achieve results.
75%$0
Norman HappVice President of Sales
#gotleads 25
“Fliptop helped us uncover great leads that had been incorrectly disqualified.
It was a ‘aha’ moment for sales and marketing.”
Rob BaileyCEO
Case Study
26#gotleads
27
True cost of not calling your A Grade leads
• Most likely you already have the leads you need to make your goals
• Prioritize sales teams time to call on the Grade A leads first
• Opportunity cost of calling on the wrong leads
27#gotleads
28
Want to learn more?
Contact us for your own predictive lead scoring model
29
Q&A – 10 Minutes
Thank you.Contact us with your questions
[email protected](888) 373-7533
Jacco van der Kooij Jessica Cross