How does our business measure up?

2 out of 3 companies froze or cut their marketing budget. What happened to your marketing budget?

At the same time, almost 9 out of 10 companies raised quotas. Did your quota increase?

A majority of companies say their lead generation programs "Need Improvement." Companies who rate poorly in their ability to execute campaigns translate into poor results. How do you rate your company's lead generation programs?

Prospects go to the website first now, so optimizing the website for visitors is critical. How customer-centric is your website?

3 out of 4 companies have no formal, marketing-led lead nurturing process and 1 out of 10 has no process at all. Companies who excel at lead nurturing convert a much larger percentage of leads to sales. CSO Insights says "All firms should improve their lead nurturing efforts." How does your firm nurture leads?

Social and business networks are growing in importance. Do you know how to leverage social networks?

Over 6 out of 10 companies say their prospect data is poor, which hampers customer acquisition. How good is your prospect data?

Only about 1 out of 4 companies has a formal lead scoring process in place. In terms of converting leads to meeting and sales, formal process firms perform much better than informal firms, who in turn perform much better than the 1 out of 3 companies that have no lead scoring process at all. What kind of lead scoring process does your firm use?

Marketing is generating only about 1/3 of the leads that result in a sale. As a result, 2/3 of leads must come from salespeople, taking them away from selling activities -- a very expensive and ineffective way to generate sales ready opportunities. Where do your company's leads come from?

Over ½ of companies said that leads turn into meetings. The other 1/2 of leads fell in a hole.  Salespeople need to have different conversations with prospects. How well armed are your salespeople?