This is a high level view of the different metrics and meta data you should use in order to segment your lead generation efforts.

1. Opportunity Management
Lead Management
Marketing
Types of Campaigns
•
Web
•
Social Media
•
Advertising
•
Trade Shows
•
Trials / Limited Use
•
Analysts
Marketing
Campaigns
Qualified Opportunity
•
Has Problem we Solve
•
Has seen product / service
•
Defined budget
•
Sponsor Identified
•
POC / Next Steps
1
Business
Development
Needs
Analysis
Industry
Marketing
yes
SFDC
2
3
4
Next
Step?
8
6
Sales
9
Needs
Analysis
Qualification
Call / Preso
no
5
yes
Sales Process
Win
Customer
Support &
Advisory
no
7
Types of Campaigns
•
Partners
•
Channels
•
Target Account
Reports &
Dashboards
Lead
Source
Campaign ROI
Needs Analysis
•
Problem We Solve
•
Opportunity Size
•
Timeframe
•
Budget
•
Decision Maker
Lead / Call
Call / Opp
Sales Stages
•
Needs Analysis•
•
Requirements •
Gathering
•
•
POC
Demo / POC
CRM Reports
•
Report on Create Date
•
Marketing Source Report
Proposal
Negotiating
Win!
Opportunity
Pipeline
Qualified /
POC
POC /
Close
ASP
@thescottking – scott@thescottking.com