Marketing Automation And Demand Generation Questions!

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| By Ingrid Sanders

Ingrid Sanders

Community Contributor

Quizzes Created: 18 | Total Attempts: 10,260

Questions: 10 | Attempts: 304 | Updated: Nov 16, 2023

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Do you know anything about marketing automation and demand generation? Marketing Automation describes software platforms and technologies intended for marketing departments and organizations to market multiple media, websites and program repetitive tasks more efficiently. Demand generation focuses on targeted marketing programs to drive awareness and the internet in a company’s products and services; if you want to learn more, complete this quiz.

Questions and Answers

1.

MQL and SQL are common acronyms in the world of Demand Generation. What do they stand for?
- A.
  
  Mid-Quality Lead and Super-Quality Lead
- B.
  
  Marketing Qualified Lead and Sales Qualified Lead
- C.
  
  Marketing Quality Lead and Sales Quality Lead
- D.
  
  None of the Above
Correct Answer
B. Marketing Qualified Lead and Sales Qualified Lead

Explanation
These terms stand for Marketing Qualified Lead and Sales Qualified Lead. In general, a lead is qualified by the marketing department before being passed to sales. Then, a lead is qualified by sales before turning into an opportunity.

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2.

Which of the following more strongly makes the case for purchasing a marketing automation solution to the C-level?
- A.
  
  Competitor Comparison
- B.
  
  Impact on Revenue and Sales Funnel
- C.
  
  Ease of Use and Convenience
- D.
  
  All of the Above
Correct Answer
B. Impact on Revenue and Sales Funnel

Explanation
When making a case for purchasing marketing automation to the C-suite (CEO, CMO, etc…), it’s more effective to demonstrate its impact on revenue (high) and the sales funnel (blocks leaks).

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3.

____________ is the process of assigning numerical scores to your leads for purposes of ranking and qualification.
- A.
  
  Lead Nurturing
- B.
  
  Lead Scoring
- C.
  
  Lead Value Determination (LVD)
- D.
  
  Lead Qualifying
Correct Answer
B. Lead Scoring

Explanation
It's called scoring.

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4.

Lead nurturing is the process of sending a series of _______________ emails to the prospect to move the prospect closer to becoming a sale.
- A.
  
  Automated
- B.
  
  Action-specific triggered
- C.
  
  Personalized
- D.
  
  All of the Above
Correct Answer
D. All of the Above

Explanation
All of the above are features of the emails you want to send to a lead to nurture that lead toward becoming a sale.

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5.

Names to know. Which of the following is NOT one of the leading marketing automation vendors?
- A.
  
  Marketo
- B.
  
  Eloqua
- C.
  
  Silverpop
- D.
  
  Magenta
Correct Answer
D. Magenta

Explanation
By no means are these the ONLY vendors, but any review of the space will quickly lead you to Marketo, Eloqua and Silverpop. Every demand generation marketer should know these three names. Magenta is a pinkish purple color.

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6.

Demand Generation planning and measurement. Work backward or forward?
- A.
  
  Forward. Once you gather a number of leads, track what percentage of those leads turn into qualified leads, and what percentage of qualified leads turn into sales. Then, try to beat those percentages in the future. Success means progressively getting better.
- B.
  
  Backward. Determine your sales goals first, then figure out how many leads and/or qualified leads you will need to meet those goals. Success means hitting these goals.
- C.
  
  Either way is a reasonable way to plan and measure.
- D.
  
  Neither way is a reasonable way to plan and measure.
Correct Answer
B. Backward. Determine your sales goals first, then figure out how many leads and/or qualified leads you will need to meet those goals. Success means hitting these goals.

Explanation
Work backward. You want to be able to measure each step of the way through the funnel. You don’t want to have to wait until sales are made to be able to track your progress.

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7.

Lead Scoring is the process of assigning numerical scores to your leads for purposes of ranking and qualification. When using marketing automation, the lead score is derived by combining demographic data (e.g. job title, company size, etc..) with ______________________.
- A.
  
  Online behavior data
- B.
  
  Data detailing recency of last contact
- C.
  
  Lead source data
- D.
  
  Subjective data (e.g. personal relationship with lead, prior knowledge, etc...)
Correct Answer
A. Online behavior data

Explanation
Scoring online behavior by reading digital body language is the other component of the lead score. How many pages did they go to? What pages did they go to? Demographic data can tell you that they’re qualified, but online behavior can tell you that they’re a HOT lead.

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8.

Free Consultations are often not very effective at trying to acquire new leads.
- A.
  
  True
- B.
  
  False
Correct Answer
A. True

Explanation
It’s true. Even though a free consultation has a much higher value than a free report, for example, it’s less effective at the lead acquisition stage than it would be at a later stage in the buying process. Why? Because free consultations require significant time and trust, two commodities that a prospective lead is not very willing to give away. To gain new leads, offering something simple such as a free report on industry trends is a more effective tactic.

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9.

Where typical analytics programs such as Google Analytics give you ____________ data, marketing automation systems can provide you with __________ data about the visitors to your website.
- A.
  
  Aggregate....Individual
- B.
  
  Interesting....Actionable
- C.
  
  Lots of duplicate....exact
- D.
  
  All of the above
Correct Answer
A. Aggregate....Individual

Explanation
The difference is aggregate vs individual. Google Analytics can provide actionable and exact data regarding your websites visitors, but marketing automation gives you individual, real time data. To use that data, you’ll want to develop a competency for analyzing digital body language.

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10.

At this point, most marketers are aware that integrating and automating their online efforts through their CRM (e.g. Salesforce) leads to increased ROI. According to a survey of “best in class” companies, lead management is the most integrated with the CRM. What’s the next most integrated and automated function?
- A.
  
  Email Marketing
- B.
  
  Web Analytics
- C.
  
  Search / Ad Serve
- D.
  
  Campaign Management
Correct Answer
A. Email Marketing

Explanation
It’s email marketing. If you’re still managing your email manually, you’re behind the times. Each of these functions is something that best in class companies either presently integrate and automate or are planning to do so in the near future.

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Current Version
Nov 16, 2023

Quiz Edited by
ProProfs Editorial Team
Jun 16, 2014

Quiz Created by
Ingrid Sanders

Marketing Automation And Demand Generation Questions!

MQL and SQL are common acronyms in the world of Demand Generation. What do they stand for?

Which of the following more strongly makes the case for purchasing a marketing automation solution to the C-level?

____________ is the process of assigning numerical scores to your leads for purposes of ranking and qualification.

Lead nurturing is the process of sending a series of _______________ emails to the prospect to move the prospect closer to becoming a sale.

Names to know. Which of the following is NOT one of the leading marketing automation vendors?

Demand Generation planning and measurement. Work backward or forward?

Lead Scoring is the process of assigning numerical scores to your leads for purposes of ranking and qualification. When using marketing automation, the lead score is derived by combining demographic data (e.g. job title, company size, etc..) with ______________________.

Free Consultations are often not very effective at trying to acquire new leads.

Where typical analytics programs such as Google Analytics give you ____________ data, marketing automation systems can provide you with __________ data about the visitors to your website.

Where typical analytics programs such as Google Analytics give you __ data, marketing automation systems can provide you with data about the visitors to your website.