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Product Qualified Leads: The What, The Why, The How

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Product-qualified leads let your product do the talking—not you. Learn how to implement a PQL process from scratch with this free ebook from Sherlock Score. What exactly is a product-qualified lead, and why are PQLs better than MQLs or SQLs? Download the abstract or ebook to harness the power of engagement metrics and turn your SaaS business into a successful, smooth-talking, lead-converting machine.

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You’re trying to find customers for your SaaS product—and customers start as leads. You can qualify those leads with firmographics or interest (and become a slave to vanity metrics), or you can qualify them based on how much value they find in your product. Before you jump in, ask yourself: am I ready to use product-qualified leads? You’ll need to reformat your data so everything is account-based. Figure out what your “first value” actions are (and track them using Activation and Product Engagement). Decide if and when users should self-serve their way to paid instead of bringing your sales team in to convert them. Most of all, you’ll need to change your growth strategy and mindset.

Product-qualified leads let your product do the talking—not you. Learn how to implement a PQL process from scratch with this free ebook from Sherlock Score. What exactly is a product-qualified lead, and why are PQLs better than MQLs or SQLs? Download the abstract or ebook to harness the power of engagement metrics and turn your SaaS business into a successful, smooth-talking, lead-converting machine.

You’re trying to find customers for your SaaS product—and customers start as leads. You can qualify those leads with firmographics or interest (and become a slave to vanity metrics), or you can qualify them based on how much value they find in your product. Before you jump in, ask yourself: am I ready to use product-qualified leads? You’ll need to reformat your data so everything is account-based. Figure out what your “first value” actions are (and track them using Activation and Product Engagement). Decide if and when users should self-serve their way to paid instead of bringing your sales team in to convert them. Most of all, you’ll need to change your growth strategy and mindset.Product Qualified...SherlockProduct-Led GrowthProduct Qualified Leads: The What, The Why, The HowThe PLG growth model is a user-focused methodology for SaaS companies in particular, where the product, the business, and each team all leverage the product itself as a means to grow. How do you entice customers? Let them use your product through a free trial. Offer a limited free tier. Get everything you need know about PLG with these free guides and ebooks on becoming product-led.Growth & MarketingWhether it's nailing that perfect brand image or deciding how to spend a budget, marketing encompasses a lot of functions. Get the inside scoop on the latest growth hack you've been considering or figure out what software stack is best. Whatever you need, these free resources will help you get there. Product Qualified...SherlockProduct-Led GrowthProduct Qualified Leads: The What, The Why, The HowThe PLG growth model is a user-focused methodology for SaaS companies in particular, where the product, the business, and each team all leverage the product itself as a means to grow. How do you entice customers? Let them use your product through a free trial. Offer a limited free tier. Get everything you need know about PLG with these free guides and ebooks on becoming product-led.Growth & MarketingWhether it's nailing that perfect brand image or deciding how to spend a budget, marketing encompasses a lot of functions. Get the inside scoop on the latest growth hack you've been considering or figure out what software stack is best. Whatever you need, these free resources will help you get there.

Key insights

You’re trying to find customers for your SaaS product—and customers start as leads. You can qualify those leads with firmographics or interest (and become a slave to vanity metrics), or you can qualify them based on how much value they find in your product. Before you jump in, ask yourself: am I ready to use product-qualified leads? You’ll need to reformat your data so everything is account-based. Figure out what your “first value” actions are (and track them using Activation and Product Engagement). Decide if and when users should self-serve their way to paid instead of bringing your sales team in to convert them. Most of all, you’ll need to change your growth strategy and mindset.

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How do you define activation criteria when your product is new or you don't have a lot of user behavior to look at?

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Product Qualified Leads: The What, The Why, The How
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Product Qualified Leads: The What, The Why, The How
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Alissa Pagano
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What we loved:

The step-by-step playbook and the detailed table of contents

What we didn't love:

The length

Summary:

This ebook on product-qualified leads is a compelling argument in favor of PQLs if you weren't already convinced.

In it, you'll learn everything about PQLs—and we mean everything. The history, setting your business up for a PQL model (or switching from a marketing-qualified or sales-qualified lead strategy), how to find your PQLs and even what to do when you've found them.

Because it covers so much, this one isn't an easy or fast read. It's jam-packed with information and at times bites off more than it can chew. But if you read it cover-to-cover, you'll truly have all the information you need to start and finish your PQL process.

62 pages
Table of Contents
Interviews from the field
ISBN
978-0618755202

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