The Qualified Meetings Playbook

A powerful capability of the Pipeline Cloud, Qualified Meetings instantly books meetings with qualified buyers right on your website. Here are seven plays that will help you increase pipeline and accelerate the sales process.

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The ABM Target Account

Maximize your ABM investment by booking meetings with target accounts, right on your website.

ABM campaigns are a powerful way to engage target accounts and drive website traffic. But what happens after a buyer from a target account clicks on an ABM ad and lands on your website? This is a pivotal selling moment when your message resonates and your product is top of mind.

Roll out the red carpet and give your target accounts the chance to engage in a real-time conversation with their dedicated sales rep. If sales reps aren’t available or VIP buyers aren’t free to meet, let them book a meeting, right from your website. With dynamic meeting types, Qualified ensures the right type of meeting is scheduled, like a 30-minute discovery call or a one-hour product demo. This play creates more opportunities to engage your most important accounts, which will help you cruise through the “last mile” of conversion.

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Deliver personalized campaigns to your most coveted accounts and drive them to your site.

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With the intelligence of the Salesforce-connected website, know the moment a target account arrives.

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Give target accounts the power to instantly book a sales meeting.

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The 1-2 Punch for Sales

Give prospects that click through an outbound email and arrive on your site instant access to their sales rep’s calendar.

Outbound sales reps work hard to craft emails that grab the attention of target prospects. If a prospect opens their Outreach or Salesloft email and clicks through to your website, it’s a magic moment when their interest is most piqued; they’re ready to ditch the back-and-forth emails and meet with sales.

Instead of keeping these valuable buyers waiting, give them a direct path to their outbound sales rep’s calendar. With this Qualified Meetings play, prospects who click through an outbound email and land on your site are automatically presented with smart buttons instead of static web forms. In just a few clicks, buyers can book a meeting with the sales rep who emailed them and continue the conversation. This delivers a seamless, cross-channel buying experience that is guaranteed to drive more meetings and pipeline for your sales team.

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Craft a personalized outbound email with unique links that drive buyers back to your site.

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Once you’ve piqued a buyer’s curiosity and they arrive on your site, let them book a meeting with the sales rep who emailed them.

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The Ideal Customer Profile

Skip the scheduling snafus and fast track qualified buyers to a sales meeting.

Marketing teams spend time and money driving qualified buyers to your website, but struggle to convert this traffic into pipeline. When buyers arrive on your site to learn more, they’re asked to complete a one-size-fits-all form. Qualified buyers don’t have time to wait 42 hours for a sales rep to respond to a meeting request, and sales reps don’t want to spend countless hours on follow up just to be ghosted 38% of the time.

With Qualified Meetings, your forms turn into meetings, instantly. Once a form is submitted, Qualified determines whether a buyer falls into your ideal customer profile and is a strong fit for your business. Qualified buyers can immediately book a meeting with a sales rep instead of sitting in a sales queue awaiting a calendar invite. No more back-and-forth emails, no more scheduling snafus, and no more ghosting; just more meetings with qualified buyers.

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Leverage the power of Salesforce data to know when a website visitor matches your ICP.

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Give qualified buyers a direct path to sales rep calendars.

Qualified Meetings helps our sales teams operate much more efficiently. Not only can we generate more pipeline from the website, we can also speed up sales cycles with instant bookings.

Brendon Ritz
Senior Director, Marketing Operations
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The In-Market Account

Book meetings with high-intent buyers at the most optimal time in their buying journey.

An effective prospecting strategy is focusing your sellers on accounts with high buying intent so they can maximize pipeline. This play leverages Qualified Signals Research Intent data to uncover target accounts that are in-market to buy, along with a clear understanding of products and services they’re interested in.

Once a website visitor meets your predetermined research intent threshold, open the door for a sales meeting and present these high-intent buyers with custom scheduling options instead of a static web form. Your sales reps can now spend time preparing for a productive sales meeting with a high-value account, rather than pursuing unqualified buyers. This play helps you connect with high-intent buyers earlier in the buying process and guide their decision-making before they even have a chance to scope out the competition.

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Harness third-party research intent data to uncover target accounts that are in-market to buy.

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Present high-intent buyers with custom scheduling options at the most optimal time in their buying journey.

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The Deal Accelerator

Allow accounts with open Opportunities to book meetings with their Account Executive right on your website.

Your revenue team works hard to capture leads and convert them into Opportunities, but this is only half the battle. The other half is nurturing these open Opportunities through the buyer journey until they convert into paying customers.

Deals progress when conversations and meetings happen. Leverage that magic moment when a buyer from an open Opportunity is on your site and get a meeting on the books. Give these buyers direct access to their Account Executive’s calendar so they can quickly select a date and time that works for them. This delivers a frictionless booking experience that immediately connects Account Executives with their in-pipeline contacts, and keeps deals moving forward.

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Harness third-party research intent data to uncover target accounts that are in-market to buy.

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Present high-intent buyers with custom scheduling options at the most optimal time in their buying journey.

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The Existing Customer Upsell

Make it easy for existing accounts to book upsell meetings and generate even more revenue.

Selling to your existing customer base is a tried and true approach to generating more revenue. It also has a higher ROI than acquiring a brand new customer. But your sales team shouldn’t reach out to every single one of their accounts. Instead, start by identifying happy customers who have signaled they’re open to hearing your upsell or cross-sell pitch.

When existing customers arrive on the site, Qualified will examine vital pieces of information before serving up a bespoke website experience. If they’re a healthy account and browsing new product pages, they will have the power to proactively book a product demo. With intelligent meeting routing, Qualified brings in the right attendees—like their dedicated Account Owner, Customer Success Manager, and Solutions Engineer—to make the best use of their time. By allowing customers to book meetings on their terms, you increase your chances of account renewals and expansions.

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Harness Salesforce data to identify existing customers that are well-positioned for an upsell or cross-sell opportunity.

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Give these customers the power to book expansion and upsell meetings right on your website.

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The Unqualified Visitor

Safeguard your sales reps’ calendars so they have time to speak with the right prospects.

With so much website traffic, it’s important to separate the signal from the noise; not every visitor is qualified and you want to protect your sales reps’ valuable time. When an unqualified or anonymous visitor fills out a web form, Qualified will capture the lead and put them in a sales queue for further consideration. Similarly to how your web forms work today, they won’t be allowed to book meetings on your website. This approach quickly weeds out the tire kickers and ensures your sales reps only meet with worthwhile buyers.

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Leverage Salesforce data to know when unqualified or anonymous visitors are on your site.

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Add unqualified leads to a sales queue for further consideration.

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