How to Measure Potential ROI of MQLs in SaaS with Duane Dufault

Selling Saas

Duane Dufualt emphasizes the importance of asking better form questions on lead forms in order to determine the potential ROI of leads and target higher value leads. The host suggests that simply asking for a name and email is not sufficient and does not provide enough information to assess the potential value of a lead.

To determine the potential ROI of a lead, the host recommends asking questions that are directly connected to how the business charges for its product or service. For example, if a company charges based on the number and type of features used, the form could include a question about the specific features the lead is interested in. If the company charges per seat or user, the form could include a question about the number of users the lead intends to have.

By asking these types of questions, businesses can gather valuable information about the potential value of a lead. This information can then be used to prioritize leads and determine which ones should be immediately sent to the sales team, which ones should be nurtured through marketing campaigns, and which ones can be put on hold.

[00:00:31] Inefficient lead acquisition process.

[00:04:11] Usage bands and pricing.

[00:07:10] Efficient sales process through lead forms.

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