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Download Marketing Pre-planning Checklist for Sales Kick
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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)