Building The Product Qualified Lead Model

• This is not just some fancy lead scoring 
• Get the assistance of a Data Science team  If you don’t have a data scientist on staff – get one or check out a company called Whalr.
• Match users against 3rd party databases – We match against several data sources including Mattermark, Clearbit, Datanyze and others. 
• Start testing 
• Expose as much as you can to the reps. 

Perfecting The Follow Up

• NEVER offer help if it’s not needed 
• Do Your Job. Be Helpful! 
• Time the outreach with when you can offer real help.