Demand Generation Assessment Quiz

April 29, 2014 | Jay Hidalgo

How effective is your company’s demand generation and lead management process? Perhaps this simple quiz will show you where there might be some room for improvement.  Just follow these simple instructions…

  1. Answer the questions below
  2. Scroll down (after you answer the questions) to reveal the scoring table.  Determine your score
  3. Scroll to the bottom of the post to rank your score, and your company’s Demand Gen and Lead Management

 

Question Yes No
  • Are you able to define your target prospect/buyer according to their role or function?
  • Do have a “decision map” of the steps that your buyers take when going through the process of buying your product or service?
  • Do you have a plan for which pieces of content are used for specific targets and specific buying stages, and are you following that plan?
  • Can you easily and automatically categorize inbound leads into categories such as “Qualified”, “Need to Nurture”, “Low Priority”, etc.?
  • Are only qualified leads being routed to sales automatically within 24 hours?
  • Do you have defined lead nurturing programs, segmented according to buyer profile, buyer needs, etc.?
  • Are you able to determine the revenue impact your demand generation efforts are having?

To score your results, give yourself a point for every correct answer

Question Yes No
  • Are you able to define your target prospect/buyer according to their role or function?
 +1 0
  • Do have a “decision map” of the steps that your buyers take when going through the process of buying your product or service?
 +1 0
  • Do you have a plan for which pieces of content are used for specific targets and specific buying stages, and are you following that plan?
 +1 0
  • Can you easily and automatically categorize inbound leads into categories such as “Qualified”, “Need to Nurture”, “Low Priority”, etc.?
 +1 0
  • Are only qualified leads being routed to sales automatically within 24 hours?
 +1 0
  • Do you have defined lead nurturing programs, segmented according to buyer profile, need, etc.?
 +1 0
  • Are you able to determine the revenue impact your demand generation efforts are having?
 +1 0

 How Does Your Company Measure Up?

6-7 Points Congratulations.  You likely have an effective demand generation and lead management process.
3-5 Points You’re off to a good start, but may need to improve your demand generation and lead management process.
1-2 Points You’re company most likely could improve its demand generation and lead management process.

 

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