Lead Gen Content -

Question 1

What 3 problems can your product solve ?

Answer 1

1. _QUALITY – Buyer may have poor quality leads which sales people can’t close quickly
2. _QUANTITY – Buyer may not have enough leads to keep their sales team dialing up customers throughout the day.
3. _CONTENT_Buyer may not be able to produce content that is good at attracting qualified leads.

Question 2

Give 4 situation questions

Answer 2

PRODUCTS_ What products will you be marketing focus this year ?
BUYERS_ If you were to take a look at who is really buying your products, how would describe your key target markets?
MARKETO_ Are you using a marketing automation system ? If so which ? Marketo ? Eloqua ?
CURRENT SOURCE_ What has been your best source of leads so far?

Question 3

Give 3 problem questions on content

Answer 3

QUALITY_ Are you happy with the quality of your white papers & videos?
QUALIFIED BUYERS Are you white papers attracting the right kind of qualified leads?
OTHER _Is there any content like on demand webinars, case studies, or videos that you might need help with?

Question 4

Give 3 implication questions for content

Answer 4

COMPETITORS_ If content is not at its best couldn’t it mean you are losing the best buyers to your competitors?
CONSIDERATION_ If content isn’t resonating isn’t it possible they won’t put you on their consideration list?
FUNNEL_ If content isn’t right couldn’t it slow down sales funnel time?
METRICS_ How will this affect conversion metrics in sales automation system?

Question 5

Give 5 need pay off questions for content

Answer 5

CONSIDERATION LIST - If you were to really nail content that attracted quality buyers how would that affect getting on the buyer’s short list of brands to consider?
COMPETITION_ Wouldn’t better content help insure your buyers won’t go straight to the competition?
CONVERSION RATES_ If your content were really pulling in better buyers how would this affect your conversion ratios in your marketing automation system?
A/B TEST_ Wouldn’t this all be worth at least an A/B test against what you are currently using?
BETTER RESULTS_ If we can deliver better results it will only do good things for you and your company, agreed?