Tell Us About Your Lead Management Process
Tell Us About Your Leads | Hide- How many shows does your company produce a year that generate leads or other measurable results?
- How many of these shows are national; how many are international?
- Are there differences between international domestic leads, in terms of the information obtained or how the leads are distributed or tracked? Explain:
- What is the title of the main decision maker for your key solutions/products?
- Does the title vary by solution/product line or market? Explain.
- How do you define a lead?
- What is your volume of leads per show?
- What is your typical lead time for a sale?
Please copy this document into an e-mail containing your comments to: dj@marketingtosales.com
Tell Us How You Leverage Leads, and Track Results | Hide
- How do you capture information that is used for the followup process after the show?
- What information, if any, goes out to prospects after the show?
- Do you identify responses to pre-show and on-site promotion initiatives that result in a booth visit?
- Do you sent out post-show e-mails or mailings?
- What happens to the leads that are not ready to buy?
- How do you measure the effectiveness of your marketing programs? Highlight all that apply:
- What information do you obtain from prospects that visit the booth
- Number of leads generated
- Resulting new customers
- Requests for proposals
- Appearance in Pending Order database or other Pipelin
- Resulting Orders of a specific dollar volume
- Conversion to Sale
- Other (explain):
7. Does the lack of sales metrics from leads from trade show impact specific markets (government, middle market, enterprise) more than others? Explain:
Please copy this document into an e-mail containing your comments to: dj@marketingtosales.com
Tell Us How You Distribute and Track Your Leads | Hide
- What are the key milestones that marks a buyer’s progress from inquiry to lead to customer?
- How are Proposals lists or Lists of Pending Orders compiled?
- Is everything in Pending forecasted?
- Are there any interim actions that Sales might generate that might indicate that a lead is getting ready to close. (I.e., prospect is listed on Pending Orders report, or Proposal or RFP report.)
- How does Operations or Distribution know if a sale is pending?
- What does a pending sale mean to Sales, Marketing and Finance?
- How are leads currently routed to sales? What is current process – do all leads to Inside Sales first, or do they go to regional sales management or to individual sales representatives by territory or other designation? Explain:
- If you have an inside sales force, how are sales generated by this group forecast?
- What is the minimum information you need back from Sales, or other area, to track results?
- What will Sales or other designated areas be willing to do to report information?
- Do you have a solid understanding why the Salesforce.com is not being used…and what are the “do differently’s” are?
Please copy this document into an e-mail containing your comments to: dj@marketingtosales.com
Tell Us How You Use Software or Systems to Manage Leads | Hide
- What databases are used for marketing, lead management, sales and forecasting? Are they linked?
- What are you currently using as a database for leads? Are lead results tracked in this database? Explain:
- If you currently use a CRM or other database, define how that database helps Sales report results.
- If results are tracked with a CRM or other integrated system, what is preventing Sales from using current system? Please be as specific as possible.
- Thus, although it's helpful to know that Sales feels the system is "too complicated," it's extremely helpful to also get specific feedback as to why it's too complicated, such as, was it dififcult to launch remotely?
- Did the system ask too many questions? Were mandatory fields too numerous and difficult to fill out?
- Was it difficult or not possible to save the file if the record was not complete?
- To shed light on issues that impact effectiveness, dig for specifics where possible, rather than focusing on generalisties or complaints.
7. What does the CRM need to do that it can’t do now.
8. What are you going to do differently with the new system than you did with the old system to eliminate issues associated with the old system?
Please copy this document into an e-mail containing your comments to: dj@marketingtosales.com
Anything Else You'd Like to Tell Us? | Hide
- Please identify any other areas of your event or marketing program that you feel could be improved to generate better results:
- If there is anything else that, based on your business, that needs further elaboration, please comment and explain:
Please copy this document into an e-mail containing your comments to: dj@marketingtosales.com