Lead Generation and Progression Effectiveness Benchmarking

Generating and progressing leads is foundation to sales success, but also one of the most difficult tasks. This study will allow you to compare your most pressing challenges and priorities with your peers via our real-time report, which will be accessible after you submit your responses.

#1. What are your greatest challenges as it relates to generating “leads,” which are defined as new sales opportunities in the form of new contacts with interest in learning about your company’s offerings? (select all that apply)

Quality

Quantity

Progression

Segmentation

Offer presentment

Conversion funnel

Nurture

Strategy

Tracking ROI

Outdated tactics

Staffing or skills

Other, please specify

# 2. How does your company currently generate leads? (select all that apply)

Appointment setting

Inside sales

Email marketing

Virtual Events (webinars, etc.)

In-person Events or Tradeshows

Social media

Digital Marketing (form fills, etc.)

Website inquiries

Direct mail / postal

Paid search

Social advertising

Referrals

Other, please specify

#3. How would rank these lead generation activities in terms of their effectiveness? (select all that apply)

#4. And, how does your company progress potential new customers into opportunities? (select all that apply)

Nurture email campaigns

Paid Media

Outside Sales activities, such as meet for lunch, etc.

Sales follow-up over email or phone

Postal nurture, such as sending gifts

Free demos or trials

Free webinars or workshops

Inside sales follow-up

Special offers or incentives

Other, please specify

#5. Please rate these lead progression activities in terms of their effectiveness. (select all that apply)

#6. When it comes to lead generation activities in your company, which of the following statements are true? (select all that apply)

We would like MORE leads, in more accounts.

We have too many leads and would prefer to narrow what we’re receiving.

Our strategy is to land and expand in the accounts we target.

We are open to speaking with all types of decision-makers and influencers.

It’s hard to find the people that we would like to speak with to sell our solutions or products.

Our salespeople know what types of decision-makers are best and only want to speak with those types of contacts as leads.

Lead quality is an issue for some of our tactics.

Lead volumes is our greatest issue with regard to lead generation.

Our sales team could use more training to when having new conversations.

Other, please specify

#7. And, when it comes to lead progression, which of the following statements are true? (Select one)

Our sales team needs support to follow-up with contacts after the first discussion.

We have a well-defined, optimized lead progression strategy.

Marketing and sales work together to progress leads in our company.

Salespeople in our company are very diligent in following up with leads that require long-term nurturing (6 months or more).

Typically, it takes more than 6 months to sell our solutions, services or products.

#8. In which, if any of the following activities, are 3rd party agencies involved? (select all that apply)

Appointment setting

Digital marketing

Paid media

Social media

Content production

Email marketing

Virtual events

In-person events

Other, please specify

#9. What roles do vendor ecosystems, such as but not limited to those from IBM, SAP, VMware or Cisco, play in your lead generation and progression activities? (select all that apply)

A great sources of leads

Helpful for thought leadership

Provide campaign ideas

Helps with branding

Useful for demand generation

Aids in co-selling activities

Supports lead progression

Enables lead nurture

Delivers marketing resources, such as co-marketing funds, etc.

Other, please specify

#10. With regard to your marketing and lead generation activities, which if any of the following, does your business plan to outsource in the next 12 months? (select all that apply)

Sales or marketing data sourcing

Marketing-Qualified Lead generation (campaigns to drive form fills for sales follow-up)

Appointment setting with new prospects

Sales follow-up calls

Event recruitment

Sales administration

Lead scoring

Other, please specify

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