Lead Gen Quality_ Flashcards
Give 4 situation questions -
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?
What are 3 problems your product can solve.
- _QUALITY – Buyer may have poor quality leads which sales people can’t close quickly
- _QUANTITY – Buyer may not have enough leads to keep their sales team dialing up customers throughout the day.
- _CONTENT_Buyer may not be able to produce content that is good at attracting qualified leads.
Give 4 problem questions about quality of leads.
SATISFIED Are you satisfied with the quality of your leads?
METRICS_Is lead quality affecting marketing automation metrics?
COMPLAINTS_ Are sales people complaining about cruddy leads?
FUNNEL_ Are leads taking forever to go through the sales funnel?
Give 4 implication questions regarding lead quality
METRICS_ Is the quality of lead affecting your marketing metrics?
MORALE Is quality of leads affecting sales morale?
FUNNEL Are leads taking longer to go through sales funnel?
REVENUE _Couldn’t this affect your sales team’s ability to reach revenue goals for the year?
Give 3 need payoff questions related to quality
METRICS- If you could increase the quality of leads coming into your marketing automation system what would do for your conversion metrics?
MORALE - How would your sales team act if they suddenly had quality leads closing more quickly, perhaps a high 5 in the hallway?
REVENUE- Wouldn’t better quality leads offer a bit of insurance to your sales team hitting their revenue target for the year?
