Achieved Nirvana Above Average Average Below Average New
>100% 80 - 99% 50 - 79% 20 - 49% 0 - 19% <0%
Great Average Below Average Poor
<29 Days 30 - 89 Days 90 - 179 Days 180 - 360 Days >1 Year
Not Tracking Names Generated Qualified Leads Generated Sales Accepted Leads Generated Opportunity Pipeline Influenced Opportunity Pipeline Closed Revenue
Business Process / Lead Scoring Buyer Personas Campaigns / Demand Generation Content Marketing Dashboards / Analytics Data Cleanliness Data Migration Email & Landing Page Design Email Deliverability HealthCheck Lead Lifecycle / Revenue Model Lead Nurturing Sales & Marketing Alignment SEO/PPC Training Web / API System Integration
Yes Yes - Underway No
# of leads
$ Cost per lead
This is used to calculate engagement effectiveness
$ If you sell on an MRR model please anualize that figure along with any one-time costs
This is used to calculate engagement effectiveness.
% – At what rate do you convert inquiries to Marketing Qualified Leads?
% – At what rate do you convert Marketing Qualified Leads to Sales Accepted Leads?
% – At what rate do you convert Sales Accepted Leads to Sales Qualified Leads?
% – At what rate do you convert Sales Qualified Leads to Closed Business?
How many net new names do you accumulate each month across all channels?
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