If your “conversion from marketing qualified lead to customer” is low, or the “lead volume” isn’t enough to hit your goals, then the number of SDR attempts to connect with the prospect automatically go up. 2016 industry benchmark was 8.2 attempts, do more than that.
Recently, a team of SaaS marketers asked me about how we implemented lead scoring at VWO, and what they should be doing to implement the same for their product. They explained the approaches they were considering, and how they wanted to orchestrate the entire thing. I asked them if the salesteam was involved, and they
Who am I writing for? People who’re responsible for orchestrating Sales or Marketing processes in B2B SaaS startups. The “sales pipeline” often starts at the opportunity stage, after an SDR has spoken to the lead and confirmed that they are in the market right now, they have the budget to buy, and the size &
When deciding on a lead scoring model for your enterprise B2B SaaS software, base your scoring on the following points: The lever on which your pricing is based. For example, at VWO our pricing depends on the website traffic that you want to A/B test. So this becomes an important question for us to ask