Toplyne Labs #1: Hitchhikers Guide to PQLs
Toplyne Labs #1: Hitchhikers Guide to PQLs42 days... The lifetime of the average product-qualified leadHey, Ruchin here! Welcome to the first edition of Toplyne Labs 🥳 A weekly digest that covers unique insights on what makes PLG businesses tick, what signals make for the best PQLs, what sales teams get right, what sales teams get wrong, and the meaning of life… Go figure 🤷🏻♂️ And where do these insights come from?
Edition #1… 42! The answer to life, the universe, and everything. And as it turns out the amount of time a PQL has to live its short life. Insight #1: 90% of conversions play out by Day 42 💡If you’re a sales team, the clock is against you. Go too early (0-7 days) and you’ll cannibalize organic conversions - which account for ~70% of conversions* (T&C apply - keep reading) Go too late (>42 days), and you lose a lead forever.
Insight #2: ACVs are 2.1x higher after the organic conversion period 💰Don’t worry sales teams. You might only have access to 30% of conversions, but these conversions have an approximately 2.1x higher ACV 🚀 That’s roughly 45-50% of ARR.
Insight #3: ACVs can be even higher 📈But only if sales teams stop focussing on the wrong leads. Yes… even those teams who claim to have Sophisticated PQLs. Here’s what most sophisticated PQLs look like:
But product-led sales (PLS) is all about getting to a targeted list of the very best leads. Until next week 👋🏻 If you liked this post from Top of the Lyne, why not share it? |
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