Handling qualified MQLs

On our website we have 2 call to actions, 1 for signing up for a demo, the second for signing up for our newsletter. In the latter people get added to a drip campaign which sends them content about PR. There are some call to actions in their to actually push them towards a demo, but for Highly qualified and HIPPO leads, it does make sense to follow them up personally.

Qualification (Jesse - weekly)

All the leads are being dumped into close.io under the potential label. We have a Smart View for them, called Siteleads/Potential .

• If they're qualified, they're promoted to the Qualified label and are in Siteleads/Qualified .

• I also use High/HIPPO over here

  Follow up (sales reps - weekly)

There is a reason we want to follow up manually if they're qualified. So take some time to research the lead and try to make a warm intro

• research through social, connect, like, share
• If it's a hippo I make a task for the Sales Rep to follow up with them manually, this has a due date.
• Others don't get a task but are in the qualified segment, so you can follow up according to location (Zachary NA, Tom / Jesse the rest).
• Whenever you contacted them, make sure to change the Lead Status to " Contacted "

The idea is that the "Qualified" segments gets cleared every week.

After that you can use the similar flow to create opportunities, tasks, ... to close the deal.