When a lead reaches the previously defined grading and scoring, it is qualified as an MQL (Marketing Qualified Lead) ; that is, a lead that interests the company and that we must address.
At this point, the marketing department's job is done and the sales department has to step in. We know we have a very interesting potential candidate on our hands, so it's up to the sales experts to close the deal .
Salesforce Pardot Customer Prospecting Tool
Keep in mind that the chances of successful contact with a lead are 100 times higher if the lead is contacted within a 5-minute period, compared to 30 minutes, for example. And in the business-to-business sector, the chances of converting a lead drop by half after the first 24 hours.
Salesforce CRM, for example, allows you to carry out the entire nurturing, grading and scoring process automatically and then, as a final step, pass the information directly to the sales team.
The results of a sales conversion campaign
This methodology shows results in the first year of implementation. Thus, we can experience increases in:
Prospecting .
The step from Lead to Opportunity .
Sales .
If you want to see more specific details and examples, you hong-kong phone number data can download the presentation I gave at the Barcelona Tech City event here. There you will find everything you need to start implementing this strategy and grow your business.
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Written By
Paul Klein
My professional career is linked to digital marketing and sales. I have worked in various sectors such as tourism, housing and healthcare industries, leading the digital transformation in these companies. Economist, certified Salesforce CRM administrator and professor of digital marketing at the undergraduate and postgraduate levels.
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