Assessment Part 5:
Do you have a metrics-based lead generation plan & budget?
☐ Budgeted lead-gen plan: Part of the annual marketing plan that defines the programs, targets, and resource requirements (labor and cost) to generate the required lead volume to build the targeted sales pipeline and drive the projected revenue results.
☐ Lead funnel metrics: The key performance metrics for lead generation that should be captured on a regular basis including: lead volume, lead source, response rate, qualification rate, pipeline conversion rate and cost/lead.
☐ Lead-gen program content: Compelling content for lead gen programs based on your differentiated and quantifiable value proposition that describes the key business problems for your target market and positions your company’s IT solutions for addressing them.
☐ Lead-gen program execution: An assigned resource (sales, marketing, executive, etc.) for owning & executing the programs identified in the budgeted lead-gen plan and a process for reviewing their performance using key performance metrics on a consistent basis.
☐ Branding programs & materials: A budgeted plan for all marketing initiatives that support lead generation such as company branding and awareness programs and/or collateral materials.
Complete Your Own Business Assessment Checklist
☐ Lead funnel metrics: The key performance metrics for lead generation that should be captured on a regular basis including: lead volume, lead source, response rate, qualification rate, pipeline conversion rate and cost/lead.
☐ Lead-gen program content: Compelling content for lead gen programs based on your differentiated and quantifiable value proposition that describes the key business problems for your target market and positions your company’s IT solutions for addressing them.
☐ Lead-gen program execution: An assigned resource (sales, marketing, executive, etc.) for owning & executing the programs identified in the budgeted lead-gen plan and a process for reviewing their performance using key performance metrics on a consistent basis.
☐ Branding programs & materials: A budgeted plan for all marketing initiatives that support lead generation such as company branding and awareness programs and/or collateral materials.
Complete Your Own Business Assessment Checklist
