How did SaaS startup Woopra increase lead to customer conversion rates while also shortening their sales cycle and improving the efficiency of the sales team? Listen to the podcast to learn more about building a product qualified lead model, nurturing PQLs, and how this approach can improve sales and marketing alignment. Podcast with Kathleen Booth on Inbound Success

How did SaaS startup Woopra increase lead to customer conversion rates while also shortening their sales cycle and improving the efficiency of the sales team? Elle Morgan This week on The Inbound Success Podcast, Woopra Head of Partnerships Elle Morgan shares the company’s product qualified lead model and breaks down specifically what a PQL is, how it differs from an MQL, and the specific behavioral indicators that Woopra evaluates to determine whether its leads qualify as PQLs. Listen to the podcast to learn more about building a product qualified lead model, nurturing PQLs, and how this approach can improve sales and marketing alignment.   https://www.impactbnd.com/blog/product-qualified-leads-elle-morgan-woopra  

Episode 40: How to use Product Qualified Leads (PQLs) to close more opportunities with Elle Morgan, VP of Marketing at Woopra On Episode 40, I interview Elle Morgan (VP of Marketing at Woopra) on how to use Product Qualified Leads (PQLs) to close more opportunities. The conversation with Elle is especially relevant for transactional SaaS companies who use a freemium and/or free trial model and do not have access to large sales teams to talk to all prospects 1-on-1. Elle and I discuss: How customer journey data in SaaS companies is fragmented — marketing has access to some journey data in their tools (e.g. Google Analytics, Marketing Automation etc.), while product has access to others in their tools (e.g. Mixpanel) Why it’s critical to connect the customer journey across all functions to see the true path to paid status for customers How critical behaviours in product can often predict the value of a prospect far better than a lead capture form on a website (e.g. people often download whitepapers from a SaaS company’s blog without any interest in the software) How transactional SaaS companies who use a freemium or free trial model can get their limited sales reps to focus on the highest quality leads. Listen to the podcast on HowtoSaaS here. https://analyticalelle.com/wp-content/uploads/2018/04/Ep40-Elle-Morgan.mp3