- February 28, 2023
- Posted by: Gopal Krishna
- Categories:
To understand the SLA context, refer to my earlier post; https://lnkd.in/gvs4d4Y
Key challenges 🔥
1. What if the SLA requires more leads than marketing can deliver?
2. What if marketing is generating more leads than sales could handle?
3. What if sales rejects marketing leads?
4. What if marketing leads are not good enough?
How to “address” these key challenges 💪
🔥 1. What if the SLA requires more leads than marketing can deliver?
A. Identify content generating leads. E.g. eBooks, Whitepapers, Infographic, Webinars, Podcast
B. Determine avg. leads generated by each content type
C. Focus on creating content with higher leads
D. Measure every month, optimize for better results.
🎯 Goal – prioritize and allocate resources for generating higher and better leads.
🔥 2. What if marketing is generating more leads than sales could handle?
Focus on 4 key sales metrics :-
A. Avg. number of leads each sales rep can handle say per month
B. What’s the “win rate” ?
C. Average deal value
D. Sales-cycle period.
🎯 Goal – generate leads that optimize / maximize A to D.
In my next post, I will address 3 and 4 challenges.
#SLA #QualifiedLeads #MQL #SQL #SalesVelocity
