A Description of the Opportunity

Matt:Okay, I’ll download here. I have a lot of data, and we keep track of everything. We have seven active stages a lead moves through, from Initial Lead. Marketing Qualification, Sales Qualification, Initial Scoping and Strategy, Proposal Submission, Negotiation, and Procurement. That is our funnel. We have a lot of steps because we’re big on content marketing and we get a high volume of leads. Ninety-eight percent of them are garbage, in terms of not being our customer. They only come to get something from us, and we’re okay with that. It’s the two percent that we’re after. Our sales funnel has many steps to measure, two of which we track weekly. One is a pretty big indicator, who are qualified leads for marketing.

So for all the leads we get, we talk to them and ask them a bunch of questions, and the marketing team approves the ones that seem to have potential. Every Monday morning at 10am, we look at that number on one of our dashboards. MQL (Marketing Qualified Leads) is the first leading indicator; the most backward indicator is registered sales. That’s any signed contract, whether it’s from an existing customer or a new customer, that’s the second KPI we look at. we look at that number on one of our scorecards. MQL (Marketing Qualified Leads) is the first leading indicator; the most backward indicator is registered sales. That’s any Wallis and Futuna B2B List signed contract, whether it’s from an existing customer or a new customer, that’s the second KPI we look at. we look at that number on one of our scorecards.

Putting It All Together

MQL (Marketing Qualified Leads) is the first leading indicator; the most backward indicator is registered sales. That’s any signed contract, whether it’s from an existing customer or a new customer, that’s the second KPI we look at. Michael:We moved on to a similar way of tracking our leads and creating a really detailed funnel. Looking back two and a half years ago, we were just using an Excel spreadsheet at a really basic level, and I thought that was fine, but when you move to a proper CRM (customer relationship management) system, you can really see the Benefits. . We currently use Insightly, but there are many others. Moving to a CRM system and managing our leads from the time of our first conversation until they sign up is really helpful, not only in managing how much work you’ll get, but also in seeing where you’re failing.

Wallis-and-Futuna-B2B-Contact-List

Find out where in your sales funnel people are leaving, so you can take a deeper look and really investigate it. That’s the kind of information you can get from a really good CRM system that you can’t get from a spreadsheet alone. For anyone who is using an Excel spreadsheet, and I’m sure there are a lot of people who are, definitely invest in a CRM system and get the most out of it. That can really help track down your leads and help convert them. “We used to use an Excel spreadsheet and I thought that was fine, but when you switch to a proper CRM system you can really see the benefits.” Matt: For us, our process improved a lot once the steps of our funnel aligned.

A Call to Action

with the buying cycle of the ideal customer. Instead of just thinking about what we want them to go through and how we want them to progress, we look at it from their perspective. Is the deal going to take 90 days to close?What happens in those 90 days? This is how we created our sales funnel. Robbin: That’s the marketing way. Look outside yourself, don’t be myopic in marketing and try to think about what the customer wants. Think about the psychographics around making purchase decisions, and then think about what kind of content will get people down that funnel. I also use Insightly. I found it quite easy to use and inexpensive. There are a couple of things I would change about it.

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