12 must-ask questions for marketing vps

#1: How is Our MQL Flow Growing Over Time to Hit Our Goals?

This provides insight into the number of Marketing Qualified Leads (MQLs) your team has generated over time and how many of them have turned into opportunities. It enables you to

report historical trends and understand how you’ve contributed.

Million Dollar Insights

#2: Where Do We Stand Against Our Monthly MQL Goal?

This provides a real-time look at how you stand against your MQL goals on any day of the month. It

lets you know if you are on pace to reach your monthly goals and

identifies how many more you must create. It allows you to launch new lead generation campaigns before

you fall short of goals.


#3: Which Lead Source Created the Most Value in Actual Deals?

This identifies which of your marketing efforts are producing the highest

number of leads, opportunities, and deals. It provides granular data about

which lead types have the highest ROI and how much each lead is worth

in sales revenue. This helps you prioritize marketing initiatives.


#4: How Long Does it Take Our Leads to Convert into Opportunities?

This is a snapshot of how long the average lead takes to convert into an

opportunity over time. It helps you determine if you Average Marketing

Cycle is lengthening or shortening. It allows you to better determine

whether your marketing campaigns are generating opportunities in a

timely manner.


#5: Which of Our Campaigns Best Converts Leads into Opportunities?

This gives a campaign-by-campaign breakdown of which marketing efforts

are the main drivers for converting leads into opportunities. It shows the number of opportunities created per campaign and conversion rates. This

shows you which campaigns you should continue to pursue.


#6: Which Campaigns are the Best at Rapidly Converting Leads?

This offers insight into which marketing campaigns are the most effective at pushing a lead from one

stage to the next. This helps you improve conversion rates throughout

the lead-nurturing process. Additionally, you can choose a

campaign specifically for moving leads forward.


#7: What are Our Conversion Rates By Stage from Leads to Deals?

This marketing funnel gives a snapshot of how many leads your

marketing efforts have generated and how many they have progressed to

opportunities and deals. This provides an understanding of how leads go

from creation to moving through the sales process and at which stages

they need to be nurtured more.


#8: Is Sales Working the Marketing Leads Effectively and Punctually?

This offers a clear picture of which of your leads are being actively worked by the Sales team and which are languishing. This is

critical to share with the Sales VP so they can better align your efforts. This way you can track leads to

ensure they go from marketing to sales to producing results.


#9: How is Marketing Contributing to the Sales Pipeline Over Time?

This is a snapshot of exactly how much of the pipeline is coming from

Marketing. After all, marketing is about driving real sales, which starts with opportunities. This way you can

shape your marketing efforts to contribute as many opportunities to

the Sales pipeline as possible.


#10: What Marketing-Generated Opportunities is Sales Currently

Working On?

This shows you the current state of the pipeline by close date and risk level. It improves alignment with

sales, and shows the executive team marketing’s contribution to the current selling period. It allows you to analyze key opportunities in the pipeline and how to nurture them with campaigns.


#11: What is the Inflow of the Marketing-Sourced Opportunities?

This provides a picture of how the opportunity pipeline is growing over time as a result of Marketing’s input. This improves alignment between

sales, marketing, and the executive team. It allows you to analyze trends

so you can direct your marketing generated opportunities accordingly.


#12: How is Marketing Contributing to Won Sales Bookings and Deals?

This provides an understanding of how much Marketing is contributing to won deals. It tracks marketing leads

all the way downstream to actual sales. It gives you the ability to

represent the work marketing is doing from a perspective other than lead generation to show the full story.


For more informative marketing content, Check out the full eBook here.

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12 must-ask questions for marketing vps

Marketing

dollar insights

marketing campaigns

marketing efforts

marketing funnel

marketing initiatives

highest number of leads

number of opportunities

average marketing cycle