Lead Gen Quantity - Flashcards

1
Q

What are 3 problems your product can solve

A

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.
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2
Q

Give 3 problem questions on quantity

A

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?

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3
Q

Give 4 implication questions on quantity

A

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?

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4
Q

Give 3 need pay off questions on quantity

A

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?

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5
Q

Give 4 situation questions -

A

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?

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