Download Marketing Pre-planning Checklist for Sales Kick

Marketing & Sales Engagement
Pre-planning Checklist: Sales Kick-off & Quarterly Business Report (QBR)
Overview
Leverage this checklist to review possible gaps and areas to confirm during the Sales Kick-off.
Buying Process
Early Stage
Area of Marketing Impact to Sales
Targeting – The Ideal Customer Profile
can be enriched and further defined.
Awareness Level Content – High value
information that the target audience
seeks through search engines, peers,
and quality content offers.
 What publications, websites and
conferences do prospects rely on for
information?
 What types of new prospecting
activities are gaining traction with
prospects?
 What conferences are your prospects
attending? What conferences are
prospects skipping?
Mapping Buyer’s Process – The process  Common buyer activities found among
of connecting the buyer’s preferred
successful sales campaigns?
method of buying to the sales process
 At what points in the sales process are
reps finding themselves out of synch
with the buyer?
Consideration Level Content –
 What kinds of things do prospects ask
Information that is valuable during the
during a sales campaign that we could
evaluation process.
potentially provide as content?
Lead Management Process – The
 What has been your experience with
process of developing inquiries into
marketing delivered qualified leads?
qualified leads for the sales force.
 Would you prefer the level of
qualification being tightened and
receive fewer leads, or vice-a-versa?
Sales Aids – Internal and external tools  What new things are prospects asking
provided to the sales field to increase
for?
success of opportunity management.
 What gaps can marketing help fill?
Preference Level Content – Information  What new things are prospects asking
that is valuable to the buyer in the final
for?
stages of the buying process.
 How can marketing increase close rate?
Demand Generation – Campaigns
designed to generate inquiries that
serve as early stage leads.
Prospecting Tools – formal and
informal activities performed by sales
to reach a net new contact.
Tradeshow Schedule – Series of
conferences and tradeshows.
Mid Stage
Late Stage
Discovery Questions
 How can the existing target profile be
enriched from sales feedback from
successful means sales campaigns?
 Understand how reps are successfully
prospecting to identify new tactics.
 What topics or talk tracks do prospects
respond to most?
 Does the prospect request something in
particular?
Marketing & Sales Engagement
Pre-planning Checklist: Sales Kick-off & Quarterly Business Report (QBR)