Demand / Lead Generation Assessment

3 - Demand / Lead Generation Assessment

Take the demand/lead generation proficiency assessment to see how well your organization is doing in developing and executing its lead generation and customer acquisition marketing plans, programs and activities. The assessment addresses key aspects of lead/demand generation. It will help you determine the current state of your lead generation planning, practices and processes. Your answers will indicate specific areas where you may benefit from improvements. And, it will also help guide your decisions about your future lead/demand generation needs and investments. You will be given a score upon completion, which you will find at the bottom.

Select your level of agreement with the statements below made regarding marketing processes and practices in your organization. If the statement does not apply to your industry or business model, select "0" which is the default value from the drop down list, so that it is not counted in your overall score. There is a reset button at the bottom of the quiz. It will clear all of your answers. You can also print a copy of this quiz by clicking the print button at the bottom of the quiz.

Scoring System

Answer --------------- Points

Not Applicable (NA) ---------- 0

Strongly Disagree ---------- 1

Disagree ---------- 2

Somewhat Agree ---------- 3

Agree ---------- 4

Strongly Agree ---------- 5

1)

We have a formal lead generation strategy and plan with supporting budgets and forecasts.

0

1

2

3

4

5

2)

We are satisfied with the number of qualified sales leads that we are generating.

0

1

2

3

4

5

3)

We have a formal process for qualifying leads / new customer prospects.

0

1

2

3

4

5

4)

We are satisfied with our system for lead scoring and ranking the sales leads our marketing programs generate.

0

1

2

3

4

5

5)

We are satisfied with the conversion rate of prospects to qualified sales leads.

0

1

2

3

4

5

6)

We are satisfied with the quality of leads generated from our marketing programs.

0

1

2

3

4

5

7)

We are satisfied with our processes for managing the relationship with prospective customers from the point of initial contact through their first purchase.

0

1

2

3

4

5

8)

We are satisfied with our process for qualifying the sales leads that we do receive.

0

1

2

3

4

5

9)

We have an effective lead management system in place.

0

1

2

3

4

5

10)

We have an "optimum contact strategy" for our current customers and prospects.

0

1

2

3

4

5

11)

We have an efficient process of managing relationships with qualified buyers in order to increase conversion rates.

0

1

2

3

4

5

12)

We are satisfied with the cost of acquiring a new sales lead.

0

1

2

3

4

5

13)

We are satisfied with the number of qualified sales leads we are generating at trade shows.

0

1

2

3

4

5

14)

We are satisfied with the number of qualified sales leads we are generating from our off-line advertising.

0

1

2

3

4

5

15)

We are satisfied with the number of qualified leads we are generating from our on-line advertising.

0

1

2

3

4

5

16)

We are satisfied with the number of qualified leads we are generating from our direct mail advertising.

0

1

2

3

4

5

17)

We are satisfied with our process for qualifying, prioritizing and routing new leads in order to increase conversion rates.

0

1

2

3

4

5

18)

We are satisfied with our customer acquisition costs.

0

1

2

3

4

5

a

Total Points Scored

Total Possible Points

Percentage Score

a

Grade