Creating a Results-Oriented Lead Generation Program is a 30-page PDF planning methodology that highlights our premium tool-kit of 37 premium tools & templates (available for download to Premium & Analyst level members) to help you develop a comprehensive lead generation plan.
Get this methodology here: http://www.demandmetric.com/content/lead-generation-plan-methodology
Stages of this methodology include:
Assessment
Planning
Lead Definition
Technology
Programs
Metrics & ROI
4. Lead Generation Maturity Model
Stage 1 Stage 2 Stage 3 Stage 4
Undefined Progressive Mature World-Class
• No CRM or Marketing • CRM System in place with • CRM and Marketing • Systems are being used to to
Automation System in place reasonable rep adoption Automation are in place and their full potential
integrated together
• Metrics: #ads, #impressions • Metrics: #leads, #clicks • Metrics: $Revenue, Program
• Metrics: #opportunities, ROI, ROMI, CLV
• Focus on branding & • “Leads” are passed to sales $pipeline, cost per acquisition
marcom activities but don’t have set criteria • Lead generation is scalable
• Leads are well-defined with
• Viewed as cost-center • Viewed as cost-center (cost agreed upon definition by • Revenue accountability
(investment in brand) per lead) both sales & marketing
• Viewed a Profit-Center
• Difficult to get budget for • Processes are defined • Viewed as a Revenue Driver
marketing programs • Processes are constantly
• Sales complains about lead • Processes are automated tweaked to improve results
• Processes are ad-hoc quality and quantity with marketing automation