- I need help identifying and prioritizing data within my target market(s).
- I have incomplete data about my customers or prospects.
- My marketing database is not representative of my entire target market
- I am missing key demographic information about customers & prospects (like revenue, SIC, code, etc.)
- I have the right companies identified, but I don’t have all of the right contact titles that we sell to represented
- I am missing contact details like mailing address, direct phone numbers, or email addresses, which limits my marketing efforts
- I need to know additional things about my customers & prospects (ex. technology infrastructure, business unit breakdown, etc.)
- I have poor quality data about my customers or prospects.
- I don’t know what third party data sources might be available to boost the performance of my marketing campaigns.
- My target market is very large, and I need assistance segmenting & prioritizing my marketing campaigns.
- I don’t have the right tools to capture, host, and utilize my marketing data & interactions.
- I don’t have a cohesive data management plan to help measure & improve the quality/completeness of my data over time.
- I have incomplete data about my customers or prospects.
- I need help building my go-to-market & campaign strategies.
- I am missing key marketing or sales staff members – and I don’t have the bandwidth to cover those gaps with my current team.
- I am unsure of exactly how many leads and pipeline my current marketing plan will deliver.
- I don’t know how the results of my marketing campaigns compare to close competitors or similarly structured campaigns.
- What is the right allocation of my marketing dollars?
- I don’t have the bandwidth to get campaigns in market on time – my campaigns are lagging behind schedule.
- My direct marketing campaigns aren’t achieving the desired results.
- I see skill gaps in my internal marketing staff, and need a better process for managing and training them to achieved desired results.
- I need help creating effective marketing & campaign materials
- I need help cultivating relationships with prospects & generating quality leads.
- I don’t currently have enough coverage of my target markets.
- We aren’t generating enough attendance for our planned events.
- I can’t demonstrate tangible results from my creative marketing programs.
- We are having trouble penetrating key accounts.
- My sales representatives are complaining about not enough or low quality leads.
- My team is generating leads, but they are not converting to pipeline, sales as we had expected.
- I have too many leads, and don’t know how to prioritize them to ensure we are not dropping any balls.
- There seems to be a lack of cohesion between sales organization & marketing organization with respect to lead generation.
- I don’t have a strategy for staying in front of colder leads until it makes sense to pass them to sales.
- I don’t know what is happening to the leads I am passing to sales – can’t measure lead conversion.
- I need to close more revenue, more cost effectively.
- My sales force isn’t big enough to cover my available market.
- I don’t have a cost effective sales plan for selling smaller deals or down-market.
- Our cost of sales is too high.
- My sales force is not as effective as I believe they should be – we want to improve our conversion rates).
- Our sales team is too bogged down in the administration and paperwork associated with selling (contracts, quotes, etc.) – I need to be able to free up their time to focus on selling.
- Once a deal is closed, the handoff between sales & implementation/delivery is not smooth.
- Our pipeline reporting is not sufficient to get a clear and accurate forecast of the future.
- I suspect that some of our products could be sold over the phone, but I’m not sure how to test that model.
- Our sales force is not tracking their contacts or interactions in a central place – I want more visibility into our sales process.
- I need to make our channel sales force more productive – to drive more revenue through the channel.
- I need to improve customer satisfaction, retention, and cross-sell.
- We need to do a better job of capturing, managing, and utilizing information about our customers.
- We have too many “off-maintenance” customers – we need to boost our service contract sales/renewals.
- I need a better process for monitoring customer satisfaction.
- We need to do a better job of recognizing and resolving customer satisfaction issues in a timely fashion.
- We are missing opportunity because we are failing to recognize and reactivate latent customers.
- Some of our customers are failing to recognize true business value of the solution we sold them because they were poorly or inadequately trained (or not trained).
- Our sales reps don’t have the bandwidth to stay in front of all customers, all the time - so some of our customers may not be receiving timely communication from our company.
- Customer cross-sell represents a huge revenue opportunity for us – which we are not currently maximizing.
At the right is a list of common marketing and sales challenges facing technology marketers. Click on the problem to learn more about how Frantz Group helps our customers solve those problems.
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