Sales only closes 2% of MQLs. We can do better. Here are some tools & tactics to help salespeople convert more inbound leads into active sales conversations.

1. How to Close More MQLs
How to Close More MQLs
Dave McLaughlin
Vsnap

2. Inside sales is growing at 15x
field sales. These reps have no
efficient way to bring emotion &
trust into buyer interactions.
Source of 15x data point: Forbes.com

4. Sales closes only 2% of MQLs.
Source: QuotaFactory

5. How that feels to marketers

6. Why this happens
“The world we see
that seems so insane
is the result of a
belief system that is
not working.”
William James

7. Marketing has an awesome
belief system.
It’s called inbound marketing.

8. Sales does not have
a prevailing belief system.

9. And Marketing’s belief system
does not work for Sales
because Marketing & Sales
are so different.

10. This is Marketing

11. This is
Sales

12. The key to closing more leads?
Clarify the Sales belief system.

13. INFORMATION
-Big Data
-Insight
-Left Brain
EMOTION
-Relationship
-Non-verbal
-Interface
-Right Brain
“Personal Sales”
BUYER
IMPACT
&
VELOCITY
SELLER

16. bit.ly/closemoresqls

18. The Very First Sales Interaction
Buyer gathers information
Buyer chooses when
to have an active
conversation
(content marketing) (sales)
BUYER
PATH
SELLER
ACTION
personal video message
phone call
email

19. Efficacy +34%
Stickiness
Increase in close rate
63%
Reps comfortable in 1 wk
+8.4x
Avg vsnaps per day
88%
Reps comfortable in 2 wks
Adoption
Revenue 3.3x
Annual Contract Value

20. Marketing & Sales Principles
MQL SQL
personas individual
personalized personal
1 to many 1 to 1
automated
interactions
manual
interactions
content &
information
emotion &
perceived risk

21. That’s Personal Sales
vsnap.com/blog

22. Additional Resources
Free Trial: Vsnap.com/close-more-inbound-leads
Case Study on Penn Foster’s
34% increase in close rate:
bit.ly/sales-revolution
CONTACT
Dave McLaughlin, CEO
dave@vsnap.com
@davemacboston