Description
Who it’s for: Anyone who has to answer for a marketing number and wants to answer one question properly: Which of your leads are really worth a sales call?
What happens in it: Watch the idea unfold: a pile of leads, the criteria sales and marketing agree, and the share that is worth a call. In Your call you make the decisions in a real case: marketing generated 500 leads last quarter for a total spend of R180,000. I passed 150 of them to sales as MQLs, a 30% MQL rate. Tyler Hutchins, our sales director, says his team rejected 60 of the 150 as unsuitable: the company was too small, the contact wasn’t a decision-maker, or they hadn’t engaged enough to warrant a call. Then, in the boardroom, you make the case to Bernard, the chief revenue officer, in three questions.
How it works: five scenes in about 35 minutes: the data film, the lesson, Your call, practice with fresh numbers that mark themselves, and the boardroom. Finish all five for your certificate. It is course 2 of 5 in the Leads and pipeline season of the Marketing series.
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