Leads KOC

Leads Kickoff Call

• Example of a Leads kick off doc

• The main points to go over: 

  • Goals of the program (how are they measuring success?

    • Examples: Pipeline/ meetings booked/ opportunities/ROI/etc

    • What would a successful program look like for them?

    • Align on terms (ex: what do they consider MQL, SWL, etc). This will ensure that we are speaking the same language as the customer. 

  • Review the filters - make sure we are aligned on the specifics of the campaign, filters and pacing.

  • Direct integration - try and push for this as this is the most direct way to get leads to our customers/ easiest for them to track/ we can send the leads live. 

  • Feedback request - Let them know to send consistent feedback so that we can continuously optimize the program - we are happy to make changes, when possible, to increase conversions, etc. 

  • Run through our best practices: 

    • Internal intent leads best practices

    • Leads best practices

      • Emphasize that our leads are “hot leads but cold outreach” as we sell leads on a category level. 

      • I would also emphasize that the sales team can work the whole account, not just the lead that came in. 

  • Next Steps:

    • Schedule a call with their marketing ops team to go over the integration. 

    • Set up a call for the SDRs to do a sales training