How to Increase Service-To-Sales Conversion

We've onboarded hundreds of PLG companies on Default, and honestly, most of them are routing signups like it's 2018. They're sending every signup straight to sales and wondering why their reps are burned out.   After analyzing 104,101 product signups across 20 of our fastest-growing customers, I've distilled these 5 tactical tips you can implement today to increase your PQL conversion rates:   1. Stop overloading sales with unqualified signups    It goes both ways: your reps don't want to talk to prospects who aren't ready to buy, and not every signup wants to talk to sales.   If someone signs up for your product instead of requesting a demo, that's a signal. They want to try before they buy.   Instead of scheduling calls for every signup, push unqualified leads into automated flows based on marketing automation and some light automated sales touches.   2. Alert reps in real-time with context    Most PQL notifications are useless. "John Smith signed up" tells your rep nothing.   Send your reps notifications that include relevant product data and key actions accomplished so they have all the context they need when doing outreach.    One approach we've seen work is to automate outbound for lower ACV customers, while reps personalize certain emails, especially when multiple users from the same company sign up.   3. Assign support to high-ACV target accounts    Customers have seen success from letting high-fit prospects experience their support quality before they even sign a contract – it's a massive competitive advantage.   By enriching every signup, you can identify which prospects should get a dedicated CS resource. Let them experience your support quality before they sign a contract.   It's a small move that builds massive trust. And trust accelerates deals.   4. Track signup vs. no-signup deal performance    Send product signups as activities or campaigns in your CRM. Compare PQL attribution against non-PQL deals to prove ROI to other teams. If PQLs are driving revenue, make sure everyone knows.   5. Capture attribution at signup    If one channel drives signups but zero pipeline, deprioritize it. If another channel drives PQLs that generate revenue, that data should inform your reporting.   Push attribution data into your CRM as prospects sign up. Product-led growth is an efficient revenue stream, but without proper routing, you'll drown in unqualified signups with no conversion path.   -- Everyone talks about product-market fit. But PLG companies need routing-market fit too. Your product might be perfect, but if qualified buyers never reach sales, none of it matters.   If you’d like more information on how you could set up successful PQL routing, let me know. Happy to help. 

If you’re a front line leader who is frustrated by the conversions of the calls your AEs run, this is the first fiix to coach on. The opening business question is too narrow, and when they get the answer, they flip to talking about your solution. This one thing can change the entire trajectory of the call, and if you can focus on just coaching on this, you’ll see immediate impact. If you’re hearing or saying: - what interested you in taking this call? - I got some notes from my BDR, sounds like you’re having a problem with (specific product) - Your contact form said you could use help with (specific product)? This is where the first pivot is needed. The more specific you get, the easier it is for the buyer to answer yes/no, for them to get into feature/benefit issues, or for us to not know what to ask next. Plus, you miss opportunities to cross-sell and open the door to multi-threading. The second spot? Listen for what comes after the buyer answers the first question, if it’s not an immediate follow up question or active listening one, or even those that follow a quick story, that’s the second place to coach. 10000 things that can be improved but start here, listen to a few of the same rep’s (or your own!) calls back to back, and you’ll see where to start. #samsales

I have been on over 500 calls till now asking creators to try topmate.io and guess what, I have been ghosted countless times by them! "I will get back to you soon." is one of the most common responses when people are not interested in your services. As a professional, it is frustrating when your promising prospects fail to convert into clients, even after an engaging initial conversation. And it hurts even more when they ghost you without giving any reason. Here are four key factors to consider: 1⃣Misaligned sales and marketing: If your sales and marketing teams aren't in sync, your prospects may be receiving mixed messages. Ensure open communication and shared understanding of the ideal customer profile and lead qualification criteria. 2⃣Lack of customer understanding: Don't assume you know your prospects' needs. Take the time to truly listen and ask insightful questions to uncover their unique challenges and requirements. This will help you provide tailored solutions. 3⃣Credibility gap: If prospects don't trust your advice or believe you have their best interests in mind, they'll hesitate to commit. Focus on building rapport and demonstrating your expertise, not just closing the deal. 4⃣High-pressure sales tactics turn off prospects: Position yourself as a helpful guide, not a salesperson on a mission. By addressing these common pitfalls, you can create a more transparent, customer-centric sales process that builds trust and addresses your prospects' real needs. This will not only improve your conversion rates but also foster long-term, mutually beneficial relationships. After I started keeping the above things in mind, I have seen an exponential increase in the conversion rate. What else do you think puts off a prospect during the call? Your opinion is valuable!

How I use in-app messaging to boost sales connect rate This is a super simple way to increase demos for your sales team. It helps if you have a special offer. But can still be effective even without one. Last Friday I launched a new experience with Appcues to increase demos for a ramping AE who owns our startups segment. Here’s how it works: 1. Create a segment of trial users with startup headcount (using our HubSpot integration) 2. Ask the AE to create a gif of herself smiling and waving (optional but recommended) 3. Design a modal with a special offer to this segment and include the AE’s name for a personalized touch 4. Add two CTA buttons. One that links directly to her calendar and the other opens a draft email prefilled with her email and a subject line. 5. Create an event for clicks on the demo CTA 6. Send the event back to Salesforce so we can track who clicks on it (even if they don’t book) and measure effectiveness of the experience over time 7. Set it live! It’s more effective than you might think. In fact, our AE got a booked meeting within a couple of hours of setting the experience live. She’d previously sent email but the prospect hadn’t replied. Nothing beats sending an offer to exactly where your prospect is when they’re thinking about you.