Lead scoring can rapidly improve the relationship between Marketing and Sales by driving measurable revenues. Quickly get up to speed on the concept and determine your best path to leverage this increasingly popular marketing tool. Use Demand Metric's downloadable Lead Scoring Index to rate the quality of your leads.
Industry-leading demand generation platform provider, Eloqua, has developed a marketing maturity model designed to help organizations benchmark their current levels of process maturity, measure results from marketing investments, and demonstrate the effectiveness of their marketing department.
Your Outside Sales Representative comes into the office complaining that their prospect wasn't in a position to buy your product. They have every excuse and objection, but you have a lingering feeling that a solid opportunity was wasted. This is a reality for many Sales & Marketing Directors in mid-sized enterprises.
At the highest level, the Inside Sales Manager is responsible for ensuring that the lead generation & inside sales department are exceeding their sales targets. Read this summary to analyze the responsibilities of your Inside Sales Manager, and ensure that your department leader is doing what needs to be done to get results.
The decision to bid on a contract has profound implications on reputation, profitability, and the allocation of scarce resources. In many cases, these critical decisions are made following an informal assessment, resulting in low-margin or resource-intensive work being performed with associated large opportunity costs. Implementing a formalized decision-making process will help ensure that key considerations have not been ignored.
Providing marketing support to sales professionals is an equally challenging and rewarding task. Improve the value of your delivery by conducting a Sales Support Effectiveness Survey.
Business Development is an equally exciting and risky endeavor. Protect your organization by executing a Non-Disclosure Agreement (NDA) prior to establishing relationships with unfamiliar vendors, potential partners, prospects, or investors. Use Demand Metric's downloadable Non-Disclosure Agreement template as a starting point when drafting your various NDA documents.
Customer Profiles can be used in conjunction with Key Account Plans to strategize and report on revenue opportunities with senior management. Additionally, these tools can be further leveraged to internally communicate target customers for training purposes. The equivalent of this tool for external uses is a Case Study. Use Demand Metric's Customer Profile Template to more effectively manage sales opportunities by providing a simple reporting tool for senior sales management.
CRM projects are notorious for failing for a variety of reasons in mid-sized enterprises. Although there have been considerable CRM product developments, including the rapid growth of solid hosted solutions, there is still a need for a foundation built on mature processes, alignment with goals, and senior level buy-in. Use Demand Metric's downloadable CRM Readiness Assessment to gauge how ready your organization is to tackle this initiative.
Maintaining prices and retaining customers in competitive markets depends heavily on your ability to effectively service your accounts. Proactive organizations work with customers to identify their strengths and weaknesses to better serve their market. Use Demand Metric's very concise Customer Satisfaction Survey to benchmark current satisfaction levels, and improve these metrics over time.
