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You can select any of the self-assessment surveys listed below
Assess: Lead generation
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Assess: Lead generation
Assess: Lead Management
Assess: Response Management
Submit Self Assessment Results

 
How do we know?
KMA works with scores of companies on real lead generation projects. So, we get a pretty good idea of the state of the art in lead generation and lead management. It is against this real-world standard that these surveys are built.

If this self-assessment of your lead generation isn't working for you, read the right hand panel for an alternative.


 		  
Lead generation: The engine that drives revenue
If decision makers with big budgets are beating a path to your door, you don't need this survey. Otherwise...

...answer the questions below, then click on "View Assessment" below to get your assessment.

Question 1: Overall quality and quantity of sales leads:
Overall how satisfied are you with the quality and quantity of all the sales leads you process (whether they are generated in-house or come from others)?

Overall quality of your sales leads

Ignoring any low quality leads you may get, how satisfied are you with the overall quantity of high quality leads available to your organization?

Question 2: Sources of your sales leads:
There are five main sources that could be supplying sales leads to you. For each of the sources of leads described below, select the appropriate options for the proportion of your total sales leads that come from each source and how good these sources are in producing wins for you.

Source of sales leads

Contribution of this source to your total quantity of leads in your pipeline

Of all the leads you get from this source, how many result in a win?
Generated by your partners and given to you "free" (from IBM, your distributor or other partners)
From coop programs with your partners (where you pay 25% to 75% of the total cost)
From projects you fund and use outside agencies to execute
From projects you fund and execute with an in-house marketing department
Generated by your executives and/or sales reps as part of sales activity
 

Question 3: Cost of sales leads:
How much should it cost and how much is it costing to generate leads? Do you have targets for the cost of lead generation? (In answering this question, if you have products with a very wide range of "unit prices", focus on the high-value ones only - say $40,000 transactions and up.) A "high-quality" lead is one that is fully qualified; if you give high-quality leads to your best sales rep s/he would turn a quarter of them into wins.

How much should it cost on average to generate a high-quality lead for your solutions?

In the last 12 months, what has been the average actual cost to generate a high-quality lead?
 

Question 4: Win rates:
What percentage of the leads you give to your reps should they win? (In answering this question, if you have products with a very wide range of "unit prices", focus on the high-value ones only - say $40,000 transactions and up.) A "high-quality" lead is one that is fully qualified; if you give high-quality leads to your best sales rep s/he would turn a quarter of them into wins.

What percentage of high-quality leads should your reps turn into wins for your solutions?

In the last 12 months, what percentage of leads did your reps turn into wins for your solutions?

Question 5: Issues, concerns, observations:
Read the following list of statements and check any that you agree with or that apply to your organization's lead generation activity.

We get too many low-quality leads. The coop campaigns available are not appropriate or effective for us.

We don't get our fair share of "free" IBM or distributor leads. Our sales reps constantly bad mouth the leads they get.

We have had disappointing mail campaigns in recent years. We have had disappointing telemarketing campaigns in recent years.

Win rates for campaign leads have declined in recent years. We are failing to develop new markets quickly enough.

We need to find more opportunity within our existing customers. We need to find more new customers.

Click the View Assessment button below to have your answers analyzed.

          

 


Why self assessment?

Some people like the speed and anonymity of this type of survey. But lead generation is a complex issue and it might be more effective to discuss it with others in a marketing clinic.

Marketing clinics

The same KMA consultants who produced these surveys are available to assist with assessing your current lead generation or any other aspect of marketing. These clinics take a little longer than the surveys but, of course, they are more flexible and powerful - plus they are free! Click here for more details if you think a marketing clinic could help you.