Marketing Qualified Leads vs Product Qualified Leads - SalesHacker | The MarTech Digest |
Building The Product Qualified Lead Model

  • This is not just some fancy lead scoring 
  • Get the assistance of a Data Science team  If you don’t have a data scientist on staff – get one or check out a company called Whalr.
  • Match users against 3rd party databases – We match against several data sources including Mattermark, Clearbit, Datanyze and others. 
  • Start testing 
  • Expose as much as you can to the reps. 
Perfecting The Follow Up

  • NEVER offer help if it’s not needed 
  • Do Your Job. Be Helpful! 
  • Time the outreach with when you can offer real help.