In the SellingSaas Podcast (Formerly the Sales Leader Network) we break down the topics of Go To Market strategies, Revenue Acquisition, and my favorite topic of Sales Leadership. We have a few versions of the show where we have the traditional guest episode when I bring on someone who is an expert in one of the topics just mentioned, then there will episodes where I’ve been a guest on another show that I share on this show for you, and then there will be solo episodes from yours truly where I get extremely tactical with Sales and GTM.
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In the SellingSaas Podcast (Formerly the Sales Leader Network) we break down the topics of Go To Market strategies, Revenue Acquisition, and my favorite topic of Sales Leadership. We have a few versions of the show where we have the traditional guest episode when I bring on someone who is an expert in one of the topics just mentioned, then there will episodes where I’ve been a guest on another show that I share on this show for you, and then there will be solo episodes from yours truly where I get extremely tactical with Sales and GTM.
How to Measure Potential ROI of MQLs in SaaS with Duane Dufault
Selling Saas
8 minutes 14 seconds
2 years ago
How to Measure Potential ROI of MQLs in SaaS with Duane Dufault
In this episode, Duane Default discusses how to improve customer acquisition without relying solely on paid campaigns and large SDR teams.
He highlights the limitations of collecting leads through forms on websites and the challenges of relying on data enrichment platforms. Duane offers insights into more effective and efficient strategies for scaling B2B SaaS companies, emphasizing the importance of a sales-led approach. He shares practical tips for acquiring high-value leads and avoiding unqualified or outdated data.
Implementing a simple question on lead forms that directly relates to how your platform is priced can be a valuable strategy for measuring lead volume and effectively managing leads. By asking this question, businesses can gain insights into the potential value of each lead and make informed decisions on how to prioritize them.
Once the question is implemented, businesses can begin measuring the type of lead volume they are receiving. This allows them to identify which leads should be immediately directed to the sales team for further engagement. These leads are likely to have a higher potential for conversion and should be prioritized for immediate follow-up.
On the other hand, there may be leads that are not yet ready for direct sales engagement. These leads can be placed into nurture campaigns, where they can receive targeted and personalized content to build their interest and engagement over time. By nurturing these leads, businesses can increase their chances of conversion in the future.
Selling Saas
In the SellingSaas Podcast (Formerly the Sales Leader Network) we break down the topics of Go To Market strategies, Revenue Acquisition, and my favorite topic of Sales Leadership. We have a few versions of the show where we have the traditional guest episode when I bring on someone who is an expert in one of the topics just mentioned, then there will episodes where I’ve been a guest on another show that I share on this show for you, and then there will be solo episodes from yours truly where I get extremely tactical with Sales and GTM.
