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Live Q&A - September 22, 2020

optimizing lead management

Imagine a world where interested buyers came to you and you knew exactly what they wanted. Come learn how to make this fantasy a reality with long-time MSP member and current VP of Revenue Operations at LeanData, Don Otvos, who will guide you through world class lead management.

During this live session, you'll hear how Don has optimized lead management at multiple unicorn organizations, you'll pick up practical tips and tricks for nurturing prospect relationships at scale, and you'll get all of the most difficult questions you have answered (you can't stump Don).

Key Takeaways -

  • Setting up lead routing on the outset is very important for scaling your company because it is the first step to ensuring your customer has an amazing buying journey.

  • The first sign that there is a leak in your funnel is when a lead isn’t being followed up on once it enters your system. You should ask yourself if the action that your sales team is taking is leading to conversion from sales qualified? How are those cadences that you’re adding to performing? Do you have the right content that is causing people to engage with you?

  • Revenue Operations (marketing, sales, customer success) is responsible for the customer journey - it is defined and driven from the demandgen side of the house and it’s up to salesops to help drive the reporting and scoring.

  • In terms of lead scoring, first figure out what is your Total Adjustable Market (who are the people who can use it and who can’t), then what is your Ideal Customer Profile (geography, size of org, am of funding, amt of sales, specific industry), then figure out what are your Personas (the people who will respond best to your message). Next, rank these personas to figure out where you should spend your time (who’s getting personalized outreach and who’s getting an automated cadence).

  • See the Slide deck with our awesome registration questions here.

  • Join MSP's very own Pete Kazanjy and your sales and ops peers from Anaplan, Zoom, 6sense, Clari and more this Oct 20-21 at OpsStars: The Rise of Ops. Don't miss the deep-dive tactical workshops on day 2!