Lead Gen Quantity - Flashcards
What are 3 problems your product can solve
PROBLEMS QUESTIONS MY 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 3 problem questions on quantity
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?
Give 4 implication questions on quantity
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?
Give 3 need pay off questions on quantity
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?
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?