Keriann Aronson | Inbound Lead Engagement Magic

Overview

Keriann explains her strategy in engaging with inbound leads, including testing, qualifying, and using data and automation while maintaining a personal touch. 

Speaker

Keriann is the Business Development Manager at Pantheon Platform. She manages and trains BDRs, often exceeding her quotas. 

 

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Quotes

“Since our team is made up of different functions, it’s really important to have a “North Star” metric that everyone is shooting towards.” 

“Not everyone you talk to will be a good fit to sell to. So rather than always selling, we should always be qualifying.” 

“At least 50% of your prospects are not a good fit for what you sell.” SalesInsights Lab Study 

“Following up with web leads within 5 minutes makes you 9 times more likely to engage with them.” Hubspot study 

“35-50% of sales go to the vendor that responds first.” 

“While there’s so much data at our fingertips, we need to remember that we are humans selling to humans.”  

“Take care of your employees and they’ll take care of your business. It’s as simple as that. Healthy, engaged employees are you top competitive advantage.” Richard Branson 

Key Points

Key principles in inbound lead engagement: 

  1. Always be testing 
  1. Always be qualifying 
  1. No lead left behind 
  1. The need for speed & automation 
  1. Use data & be human 

Using bots to get leads: 

  1. Identify our highest-value web pages 
  1. Choose personas to target 
  1. Craft custom bot messages