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  1. Surveys
  2. 2011
  3. January
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  5. Lead Management Software
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Thank you for your interest in our survey. Your professional input and opinions are very important to us. This survey asks questions about how your company manages leads and will take approximately 5 to 10 minutes to complete. Your survey responses will be strictly confidential. As our thanks for taking the survey, you will be entered in a drawing for an iPad®.

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* How are you involved with lead management?
 
I oversee the lead handling / management process
 
I develop / implement marketing programs that generate leads
 
I manage sales reps who follow up on leads
 
I am not involved with the lead management process
 
I am involved with lead management, but none of the above apply (Please Explain)
 
 
 
* What is your industry?
 
Advertising Agency / Marketing Company
 
Automotive
 
Education
 
Electronics
 
Financial
 
Health Care
 
Insurance
 
Manufacturing
 
Medical Devices
 
Not for Profit
 
Pharmaceutical
 
Real Estate
 
Technology
 
Other
 
 
 
 
* Approximate number of employees:
 
< 50
 
50 - 200
 
200 - 500
 
> 500
 
 
 
Approximate company sales:
 
< $5 million
 
$5 - $25 million
 
$25 - $100 million
 
> $100 million
 
 
How many sales reps do you have in the following catagories?
None <10 10 - 25 25 - 50 50 - 150 > 150
* Direct sales representatives
* Dealer (distributor) representatives
* Inside sales/telemarketing representatives
 
 
 
* What is your company’s approximate marketing budget:
 
< $100K
 
$100K - 250K
 
250K - 500K
 
500K - $1M
 
Over $1 M
 
 
 
* What types of marketing programs do you use to generate sales leads? Please check all that apply.
 
Advertising (print)
 
Advertising (online)
 
Buyers Guides (print)
 
Buyers Guides (online)
 
Direct mail
 
Email
 
Pay Per Click Advertising
 
Seminars
 
Social Media
 
Trade Shows
 
Webinars
 
Other
 

 
 
 
* Approximately how many sales leads do you generate on a monthly basis?
 
<250
 
250 to 500
 
500 to 1,000
 
1,000 to 2,500
 
2,500 to 5,000
 
> 5,000
 
 
 
* Are your sales leads entered in a centralized database?
 
Yes
 
No
 
 
 
* Is the data easily accessible to all who need it?
 
Yes
 
No
 
 
 
* How do you handle requests for information / literature? Please check all that apply.
 
Mail printed literature package
 
Send PDF literature via email
 
Sales rep hand delivers literature
 
Other (Please Explain)

 
 
 
* Do you outsource your literature fulfillment?
 
Yes
 
No
 
 
 
* What is your annual budget for literature fulfillment services?
$    
 
 
 
* What internal resources do you have to handle literature fulfillment?
   
 
 
 
* How do you handle sales leads? Please check all that apply.
 
Distribute leads to sales managers for distribution to sales reps
 
Distribute leads to field-based sales reps for follow up
 
Distribute leads to authorized dealer (distributor) reps for follow up
 
Distribute leads to inside sales / telemarketing reps for follow up
 
Other / We do not distribute leads to sales reps or managers

 
 
 
* How quickly are leads distributed to sales after they are received?
 
Within 24 hours of receipt
 
24 - 48 hours of receipt
 
Within 1 week
 
More than 1 week
 
Don’t know
 
 
 
* Do you grade / score your leads before they are distributed to sales?
 
Yes
 
No
 
 
 
* What criteria do you use for grading/scoring leads?
   
 
 
 
* Would it be helpful for sales reps to get leads that have been graded based on predefined criteria?
 
Yes
 
No
 
 
 
* 15. Do you receive feedback from sales regarding lead quality?
 
Yes
 
No
 
 
 
* How do they provide feedback?
   
 
 
 
* Would you like to receive feedback from your sales organization on lead quality?
 
Yes
 
No
 
 
 
* Do you use lead management software to distribute / manage sales leads?
 
Yes
 
No
 
 
 
* Describe how leads are forwarded to the sales organization.
   
 
 
 
* Would you be interested in implementing lead processing and management software to facilitate and improve the process?
 
Yes
 
No
 
 
If you were to implement a lead processing and management application, how important would each of the following criteria be when selecting a solution?
Very Important Important Somewhat Important Not Important
*
Quick start-up
Application self-training or minimal training required.
*
Automated pre-qualification of leads
Grading/scoring of lead quality based on predetermined criteria, before leads are distributed to sales.
*
Automated distribution of leads
To sales reps and/or distributor reps based on territory (zip code, state, etc.) or other criteria.
*
Automated literature fulfillment
E-mailing of PDF literature and/or notification for print fulfillment
*
Calendaring features
Ability to set reminders / to do’s.
*
Access to leads via mobile devices
*
Sales metrics & reporting
Detailed, real-time reports and graphs that show lead status, lead quality, lead distribution by territory, region, etc.
*
Marketing metrics & reporting
Detailed, real-time reports and graphs that show total leads generated, lead quality by source, lead status, etc.
*
Data / system integration
Ability to automatically import lead information from other sources, e.g., company website contact forms, web surveys, etc., as well as export data to existing company CRM and other systems.
*
Re-marketing functionality
Ability to generate automated e-mails to existing lead contacts based on predetermined criteria.
*
Training / implementation support
Optional on-site training for sales reps and other users.
*
Live helpdesk / technical support
*
Customization
Ability to customize user interface, application features, etc. to meet unique company needs.
 
 
 
What other features do you consider important?
   
 
 
 
* What is your role in the decision-making process for selecting lead management software?
 
Evaluate software
 
Recommend
 
Approve
 
Not involved
 
Other
 
 
 
 
* Who in your company would be involved in the selection of lead processing and management software?
   
 
 
 
* What lead processing and management application / software does your company currently use?
   
 
 
Please rank how well your current lead processing and management application addresses the following factors:
Excellent Very Good Good Fair Bad
*
Ease of use
*
Automated pre-qualification of leads:
Grading/scoring of lead quality based on predetermined criteria, before leads are distributed to sales.
*
Automated distribution of leads:
To sales reps and/or distributor reps based on territory (zip code, state, etc.) or other criteria.
*
Automated literature fulfillment:
E-mail and/or print
*
Calendaring features:
Ability to set reminders / to do’s.
*
Access to leads via mobile devices
*
Sales metrics & reporting:
Detailed, real-time reports/graphs that show lead status, lead quality, lead distribution by territory, region, etc.
*
Marketing metrics & reporting:
Detailed, real-time reports/graphs that show total leads generated, lead quality by source, lead status, etc.
*
Data / system integration:
Ability to automatically import leads from other sources, e.g., company website contact forms, web surveys, etc., as well as export data to existing company CRM and other systems.
*
Re-marketing functionality:
Ability to generate automated e-mailings to existing leads based on predetermined criteria.
*
Training / implementation support:
Optional on-site training for sales reps and other users.
*
Live helpdesk / technical support
*
Customization:
Ability to customize user interface, application features, etc. to meet unique company needs.
 
 
 
* Are you satisfied with your current lead processing and management software?
 
Yes
 
No
 
 
 
* Please describe the major issues with your current lead processing and management software
   
 
 
 
* Would you be interested in new lead management solutions
 
Yes
 
No
 
 
 
* Why not?
   
 
 
 
* What is your role in the decision-making process for selecting lead management software?
 
Evaluate software
 
Recommend
 
Approve
 
Not involved
 
Other
 
 
 
 
* Who in your company would be involved in the selection of lead management software?
   
 
 
 
* Please explain how you follow-up on sales leads:
   
 
 
 
Salutation
   
* First Name
   
* Last Name
   
* Job Title
   
* Company
   
Department
   
* Street Address 1
   
Street Address 2
   
P.O. Box
   
Mail Stop
   
* City
   
* State
   
* Zip
   
* Phone
   
* Email
   
 
 
 
Salutation
   
* First Name
   
* Last Name
   
* Job Title
   
* Company
   
Department
   
Street Address 1
   
Street Address 2
   
P.O. Box
   
Mail Stop
   
* City
   
* State
   
* Zip
   
* Phone
   
* Email
   
 
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