1. How the #@$! AM I
SUpposed to handle all these
Inbound Leads?

2. Hi, I’m Kyle, Founder and
CEO of Salesloft.
IN 2013, we experienced a big
problem...

3. Believe it or not, we were
GENERATING MORE LEADS THAN
WE COULD HANDLE...

4. A Lot More.

5. It WAS Actually
HURTING OUR BUSINESS.

6. This is what We’re Doing NOW
to take full advantage of
our pipeline...

7. 1.
Hiring a dedicated
lead handler

8. It shouldn't be a sales rep's job to
manage these inbound leads.
Specialization yields efficiency.
Our inbound rep will be
better than anyone else at handling
inbound leads.

9. 2.
getting full contact
information for our leads

10. Through simple social sign-in, we’re able
to capture relevant information on new
prospects.
when they sign up, we deliver this in an
email to our inbound rep.

11. They get all this info...

12. 3.
Automatic
grading

13. We use Pardot to automatically
grade prospects.

14. the criteria looks like this...

15. As all these leads come in, grade
adjustments automatically apply.
they look like this:

16. 4.
Responding
quickly

17. when new users sign up they receive an
auto-responder from the CEO...

18. ...and a sincere, personal email from
our inbound reps.

19. 5.
Don’t Go directly
for a demo

20. A large percentage of our new users
can buy our product...
but they still need to be qualified in
order to see a demo.
We are very judicious of our time.

21. our reps ask questions like:
1. What are you revenue goals for 2014?
2. what’s the makeup of your sales
organization?
3. What prospecting tools are you using
today?

22. They’re trying to establish 2/4
qualification criteriA:
a- authority
n- need
u- urgency
m- money

23. 6.
Using outbound to
boost inbound

24. When we receive inbound from a
rep, we use our tool to find the top
executives on the team and loop
them into our outreach effort.

25. our mission is to let the decision
maker know that His or her team is
interested in our product.

26. now you know
what to do...

27. By implementing these process,
SalesLoft has been able to convert
more opportunities and maximize
the efficiency of our inbound leads.

28. we increased annual recurring
revenue month-to-date (That’s 23
days) by 83.76%.

29. makes it easier to generate
accurate and targeted lists
of leads from the internet.
SIgn up here.