Pre Qualification Is Critical, Right?

Converting web leads is the dream for virtually every B2B company. What if we told you there’s a way to increase the conversion rate for web visitors by as much as double your current rates? In today’s episode of The Sales Evangelist, Donald is joined by co-founder and CEO of Chili Piper, Nicolas Vandenberghe, to discuss how his SaaS platform does just that.

Only a fraction of website visitors turns into sales leads.

• The key to improving your conversion rate is to automate your inbound process. 
• The old inbound strategy depended on a human salesperson reaching out to a prospect (typically based on a form submission.)
• This humanist delay can result in up to days of lag time between the form and the response. And the business world is just too fast-paced for that.
• Speed to Lead helps overcome this issue by automating the qualification process and scheduling meetings in real-time.

Prequalification is critical to faster client acquisition.

• You don’t want to waste time interacting with a potential client who won’t be suitable for your product. (And conversely, you shouldn’t want to waste their time.)
• Because so much data is available, clients can be pre-qualified automatically. For example, prequalification based on company size or revenue is easily accessible information that can be automatically checked with the initial form submission.
• Qualifying based on intent is trickier, but it can be accomplished through observing website visit frequency to gauge intent.

Consider reallocating manpower to positions only humans can do.

• Human beings are better at influencing and building trust, which is why Nicholas recommends inbound SDRs be reallocated to outbound SDR positions. 
• Many elements of the inbound process are menial and repetitive, like scheduling meetings and answering form submissions. People don’t need to spend so much time on the administrative elements of the profession.
• The added value of a real salesperson is in our ability to influence - something machines just can't do as effectively.

Nicolas’s final takeaway? The beauty of machines is that you can continually optimize them to better serve you and your prospects. You can experiment with which criteria are most important and adjust accordingly. Decisions are made fast, and they go to the fastest-moving person. So don’t let a lag time in inbound messaging cause slow sales cycles that result in opportunity loss. If you're interested in demoing this automated conversion platform, visit chilipiper.com. (They use their tool, so we’re sure you’ll be contacted promptly.)

This episode is brought to you in part by mParticle.

Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) 

With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/.

This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey.

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com