Lead Gen Quantity -

Question 1

What are 3 problems your product can solve

Answer 1

PROBLEMS QUESTIONS MY PRODUCT CAN SOLVE –

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 3 problem questions on quantity

Answer 2

INCREASE_ Have your target goals for leads per quarter increased over last year?
ENOUTH Are you generating enough leads to meet your target goals?
SLOWDOWN _Has your sales team ever had a slow down because of not enough new leads to call?

Question 3

Give 4 implication questions on quantity

Answer 3

REV_ If you are short on leads will your sales team be able to hit their revenue targets?
CATCHUP_ If you are shot on leads this quarter won’t it be difficult to catch up next quarter?
MKT_SHARE_ Couldn’t this lead to losing marketshare to your competitors?
BONUS_ You definitely don’t want to miss the bonus kickers, right?

Question 4

Give 3 need pay off questions on quantity

Answer 4

REV If you could pour more leads into your marketing automation system would it have a positive effect on your sales figures?
COMP. nHow would your competitors feel if they saw you chipping away at their marketshare?
INS. How would it to have a little insurance & -deliver on lead quantity goals this quarter?

Question 5

Give 4 situation questions -

Answer 5

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?