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[Music] hi my name is jeremy koenig and i'm the president of digital strategy here at giant partners i have literally spent my entire professional career about 20 years generating leads for sales people sales follow-up matters marketing qualified leads versus sales qualified leads matters your pipeline matters and your roi really really matters and in this video we are going to talk about these four key elements of successful salesmanship let's get started by talking about uh specifically what you do when you get a lead lead follow-up matters more than you can possibly imagine the old harvard study basically says that you're 95 percent more likely to close a deal if you follow up with a lead within five minutes this means that the moment that they start chatting with you they fill out a form or they call you've got to connect with them with under five minutes so often what happens as as we all as consumers do is we'll actually start researching on google or social media or somewhere else we'll fill out two or three forms we'll contact multiple companies and the first company that contacts us back and builds a relationship is the one who ultimately gets the deal when you get a new lead as a salesman it is so so important that you properly mark the fields in your crm that need to be marked because marketers that are generating these leads need to know what was the source what was the type what was the database what was the creative that generated that lead that ultimately became an opportunity and hopefully will become a paid deal all right next we're going to talk about the difference between an mql and an sql or more specifically a marketing qualified lead and a sales qualified lead as i say to so many of our customers on a daily basis there is no such thing as advertising or lead generation without an offer and most of the time that offer has the word free in front of it free webinar free consultation free sample these really matter when you're giving something away ultimately in exchange for lead information this is called a marketing qualified lead this person needs to be followed up with and your tone has got to be helpful you don't want to be the car salesman you want to be flow from progressive how can i help you today the more helpful you can be the better because ultimately you're providing a free service and that free service is what's giving you the opportunity to build a relationship a sales qualified lead on the other hand is a person that already is familiar with your brand they have buyer intent and they are looking to buy something sales reps will often sit on their hands and wait for sqls here's the problem with this sqls only equate for about half of the revenues within your company so what that means is if you ignore those webinar registrants if you ignore those free downloads free sample leads you're actually cutting your paycheck and your commissions in half you don't want to do that and so here's what's important when somebody's looking for help help them be as helpful as you possibly can be a resource be an advocate when somebody's looking to buy be direct and to the point and make recommendations on the ways you think as a salesman they're going to get the most value out of your product next we're going to talk about pipeline management believe it or not sales is all about pipeline let's just define pipeline for a moment so pipeline are the forecasted revenues over the course of the next week month quarter year and beyond pipeline values or pipeline contracts typically have three things associated with them they have some type of a description they have a value and they have an estimated close date this is how you're going to be able to tell am i going to have 20 000 in sales next month 500 000 in sales next quarter and the best sales team actually distribute leads new leads the most healthy leads based on pipeline for example if you got nothing in your pipeline for this quarter that's bad you've got to get with your sales manager sales managers you've got to get with your reps and you've got to figure out better ways to prospect to cold call to network to get more inbound leads it's all about pipeline management pipeline management is huge [Music] finally let's talk about return on investment this is why it matters and this is what you need to know as a salesman marketers literally broke their backs generating that lead for you business owners have spent hundreds thousands sometimes tens of thousands depending on your product to generate that qualified lead and when you don't follow up with it well if you're not following up with it in an uber professional way you are literally wasting the money you're literally taking money right out of your your owners and your investors pockets uh that otherwise would have turned into revenue for them and for you return on investment matters all right when you're working a lead it's so so important that you market again as a contact that you were able to get in touch with an opportunity that has a real value associated with it and then a deal when you close that deal when you create that opportunity when you get in touch with that contact the best marketers are actually going to look at again what is the source of the lead what's the channel and what is the database that was targeted so that we can actually we as being marketers can actually make adjustments to where advertisements are being targeted where where money is being spent so that we can generate better leads that have a higher conversion rate in the long term you appreciate the content in this video please be sure to like comment and subscribe for future information thank you so much for your time hopefully these four big tips have been very helpful in you becoming a better salesman and a better sales [Music] manager you