DEMAND GEN SPIN Flashcards
Q – TRANISTION - Give a transition from phase one of the sale call to interview phase –
A - TRANSITION – ‘So that I can better understand you’re marketing goals would you mind if I asked you a few questions.
QUANTITY STUATION - Give 5 situation questions
A- SITUATION – QUANTITY -
What products will you focus your marketing on this year ?
If you were to take a close look at who has been buying your products most …. , how would describe your key target markets?
Are you using a marketing automation system? … Is that Marketo ? Eloqua ?
What has been your best source of leads so far?
QUANTITY PROBLEM Give two problem questions for lead quantity
A-Have your targets for new leads increased over last year ?
Are you generating enough leads to hit your target this year ?
QUANTITY -IMPLECATION -– Give three implication questions
A- IMPLICATION – QUANTITY -
QUANTITY – If you start running behind on your lead targets how will you be able to catch up?
QUANTITY – Does the sales team ever approach you asking for more leads?
QUANTITY – If the sales team doesn’t have enough qualified leads is your company at risk of not hitting their sales targets this year ?
QUANTITY – Wouldn’t extra leads be an insurance policy for hitting your kickers this year ?
QUANTITY -NEED PAYOFF QUESTIONS – Give 2 Need Pay off questions
Q- STATE QUESTION ONLY AFTER PROSPECT CONFESSES TO A NEED !
N-QUANTITY – So it would it be helpful to have more leads pouring through your marketing automation system isn’t that right?
N –So pushing more leads through the marketing automation system would have a positive impact on your sales team hitting their revenue target this year, correct ?
QUALITY - Give four problem questions on quality -
PROBLEM – QUALITY
PROBLEM – QUALITY – Are you satisfied with the quality of the leads you’re running in your marketing automation system?
PROBLEM QUALITY – Has your sales team complained recently about the quality of the leads in your marketing automation system ?
PROBLEM QUALITY – Is the quality of lead slowing the average time pushing through the sales funnel ?
PROBLEM QUALITY – Is the quality of leads lowering your closing ratio?
QUALITY - Give four implication questions on quality of leads.
IMPLICATION –
How is that affecting your cost per customer ?
Have sales team complaints affected morale ?
Longer time in the sales funnel will lead to lower conversion ratios right ?
Are lower closing ratios putting your team at risk of not hitting sales targets for the year ?
QUALITY - Give 4 need pay off questions on lead quality -
NEED PAY OFF –
Would a better quality lead make a positive difference in your marketing automation ratios ?
How would it feel to have your sales team high fiving you in the hallway ?
Do you think better quality leads will reduce time the funnel ?
So your team would be better able to hit their revenue targets with better leads, correct ?
