Name: Speed to Lead: 19 Surprising Facts and What to Do About Them
Start: 2020-08-27T17:00:00Z
End: 2020-08-27T17:00:47.000Z
Location: BrightTALK
Rating: 4

Chili Piper is on a mission to make meetings and email more automated and collaborative for businesses.

Chili Piper focuses on automating the antiquated processes in scheduling and email that cause unnecessary friction and drop-off in the sales process – resulting in increased productivity and conversion rates throughout the funnel.

The topics we cover on this channel will stem from those same concepts: speed to lead, inbound lead conversion, conversion rate optimization, etc. We'll bring in marketers and/or sales leaders from the field as well to share their stories.

This channel is intended for marketers, revenue operations, and sales leaders to learn tactical efficiencies that improve their processes. Happy to have you join us!

Revenue Operations professionals love running experiments to solve problems. 

And the RevOps leaders at PandaDoc and Chili Piper are no different. 

That’s why in this webinar we are lifting the hood on 4 different experimental initiatives that our teams did to improve top-of-funnel processes and outcomes.

Here’s a glimpse of the RevOps experiments we’ll be diving into:
- Improving top of funnel and demo velocity with automation
- Prioritizing high quality leads for SDR with panda faces
- Improving no show rates 
- Developing no book cadences

Experimenting in RevOps: 4 Top of Funnel Initiatives to Test

Inbound lead conversion is arguably the most important component of inbound marketing. After all, it doesn’t matter how many leads you generate or how efficient your inbound marketing methodology is if you can’t actually convert leads into customers.

It’s where action turns into revenue.

There are numerous features that factor into your inbound lead conversion rate -- everything from web design and navigation to the checkout process. But at the end of the day, implementing the right inbound lead conversion strategies for your business is what’s most important.

In this webinar, we’ll take an in-depth look at 5 inbound lead conversion strategies we’ve personally tried to help you master this aspect of inbound marketing. That way, you’ll know what to focus on and which tactics might be most effective for turning your own leads into customers.

Inbound Lead Conversion Strategies: 5 Strategies You Can Implement Today

On this episode of Demand Gen Chat, Emil sat down with Joel Klettke (Founder of Business Casual Copywriting and Case Study Buddy) to learn his copywriting secrets.

Joel breaks down the frameworks and processes he’s used to help companies like HubSpot double their conversion rates.

How to Cash in With Copy and Turn Casual Visitors into Paying Customers with Joe

Ben Perez, who handles marketing at Emotive, is no stranger to the various scheduling tools available. During his first week at Emotive, he saw some major problems with their current solution that needed to be fixed. Before Chili Piper, the team saw massive amounts of leads drop-off after requesting a demo and they had no way of disqualifying bad leads from scheduling with Calendly. The AEs calendars' were being bogged down with bad meetings while the qualified leads needed to be chased (and booked manually).

Ben and his team chose Chili Piper as the solution to their conversion and automation problem. They now allow their prospects to schedule a demo directly from their home page, automatically qualifying and routing leads to the correct AE or SDR.

The Emotive team is booking even more meetings by integrating Chili Piper within their Facebook and Instagram ad campaigns as well as the chatbot on their website.

Since implementing Chili Piper, Emotive has seen an 80% conversion rate from inbound leads to demos. As Ben puts it, "no human can book 80% of leads into demos" resulting in a lower cost to acquire new customers and the sales team spending less time chasing leads and more time selling.

How Emotive Increased Inbound Conversion Rates by 80%

With 60-70% of their inbound demo requests never making it to a booked meeting, Bryan Schuler, ABM and Marketing Operations Manager at SaaSOptics knew that a change was needed. Their inbound scheduling process required SDRs going back-and-forth with the prospect to qualify and schedule a meeting before they ever spoke with an AE. 

Bryan implemented Chili Piper’s Concierge solution which allowed inbound prospects to book a meeting time in the correct AE’s calendar immediately after filling out their demo request form. Behind the scenes Chili Piper qualified the lead, routed it to the correct AE, and booked the meeting in their calendar. 

Since implementing Chili Piper, Bryan and his team have seen their book rate on inbound demo requests increase from 40% to 90%, resulting in 4x more sales meetings and double the amount of inbound pipeline per month.

How SaaSOptics Used Chili Piper Concierge to Double Their Inbound Pipeline

The team at Apollo had little faith in their ability to convert inbound leads. About 40% of Apollo’s inbound demo requests were not converting to a booked meeting. They knew they needed to fix their leaky inbound funnel before investing any further in digital acquisition.

Krishan Patel, Director of Growth at Apollo, looked to Chili Piper as the solution to their inbound conversion problem. They deployed Chili Piper Concierge on their demo request page to route leads to the appropriate rep at the time of form submission and let inbound leads schedule immediately. They also deployed it inside their app to assist with converting trial users and driving expansion.

After implementing Chili Piper, Apollo saw an immediate 50% increase in inbound meetings booked on their site. With a restored faith in their ability to convert inbound leads, they were able to confidently ramp up acquisition efforts and increase their revenue by 300% even with a sales team half the size.

How Apollo Used Chili Piper to Increase Revenue by 300%

Chloe Jillings, Manager of Customer Success at PatientPop, knew that her team’s process of assigning new accounts was broken. Managers were having to dig through Salesforce reports and manually assign accounts to CSMs while ensuring the workload was evenly distributed. This caused costly delays and potentially missed accounts.

Since implementing Chili Piper, the PatientPop CS team has been able to fully automate their account assignments. They created separate meeting queues based on criteria like the number of providers on an account, number of locations, partner status, and ARR, in order to automatically assign accounts to CSMs with the right experience and available bandwidth.

90% of PatientPops accounts now launch through a Chili Piper queue, meaning their “growth strategy call” is immediately scheduled on their calendar at the moment they finish implementation. This has increased CSM and CS manager productivity, allowing them to focus on strategically helping customers.

How PatientPop Used Chili Piper to Automate Their CSM Accounts Assignments

Speed to lead statistics can be scary to look at. Why? Because they reveal that your business probably doesn’t have a fast enough lead response time. Your lead response might be amazing. You might even be qualifying a ton of leads. But the harsh truth is that you’re probably not fast enough.

Speed to lead statistics consistently prove that the faster you can respond to a lead, the more likely you are to qualify and process that lead. If you wait even a little bit, there’s a good chance you’ll lose the lead forever.

In this webinar, we’ll break down 19 stats about speed to lead, what your speed should be, and actionable ways to improve it.

Speed to Lead: 19 Surprising Facts and What to Do About Them

Conversion Rate

Conversion Rate Optimization

Lead Conversion

Lead Management

Demand Generation

Sales Acceleration

lead response

lead handoff

Sales Development

SaaS Marketing

Demand generation is the process through which a business integrates marketing and sales to move potential buyers down the sales funnel from interest to payment. The BrightTALK demand generation community is made up of thousands of professionals sharing and learning best practices for engagement marketing, demand generation and lead scoring and nurturing through interactive webinars and videos. Register and join the conversation to attend live webinars and have your questions answered by demand generation professionals and thought leaders.

The marketing operations and automation community on BrightTALK is composed of thousands of marketing automation professionals. Learn and share best practices for marketing campaign analysis, outbound marketing and lead creation with hundreds of on-demand webinars and videos. Increase your engagement and fine tune your funnel management strategy by asking questions during live, interactive webinars with marketing automation peers and industry leaders.

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Speed to Lead: 19 Surprising Facts and What to Do About Them

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