How Many Leads Are You Losing With Your Lead Management System?

From the following prospect contact or "touch points", select those from which you currently collect leads with the purpose of distributing them to sales. (Select all that apply)
Corporate Website
Product or Event-specific Micro-sites
Corporate Customer Support Center (phone and email)
Trade Shows or Field Events
Magazine/Print Advertising (Reader Service Cards)
Direct Mail
Email Blasts
Radio/Television Advertising
Other
None of the above

Do all collected leads reside in one database?
Yes
No

Select the response type that most closely matches your initial follow-up to leads:
All leads get an email response within 1 hour of their request
All leads get an email response within 1 business day of their request
All leads get a standard brochure or print piece via US Mail
Leads get a custom response based on their inquiry source or product interest
No follow-up (Corporate does not do any follow-up prior to handing the lead to a sales person or dealer/distributor)
Other

Select each question that you regularly ask of each lead so that you can quantify their level of interest and/or propensity to purchase (Select all that apply):
What is your purchase timeframe?
What is your product interest?
What is your budget for this project?
What is your role in the decision process?
What stage of the buying process are you in? (gathering information to budget approved)
How large is your company (number of employees)
Other
None of the above

Do you ask the same qualifying questions (those that you selected above) of all your leads?
Yes
No

Select each task that you perform to profile and verify leads in your system (Select all that apply):
Verify existence of business and accuracy of business information
Verify contact information and role of the lead
Verify website and email address
Verify interest level and propensity to buy
Send follow-up survey via mail or email asking for further clarification of needs

Do you have an automated process to distribute leads to your channel?
Yes
No

Once an lead has been handed off to the sales person or dealer/distributor do you have a way to track follow-up?
Yes
No

Do you have a system in place that encourages your sales channel to report back on the final disposition of each lead?
Yes
No

Do you have a systematic approach to continual touch and inform leads of your new products and services after they have been handed off to sales?
Yes
No

Lead "Leakage" Test