- Articulate the use case that defines the ideal prospect who values our solution?
- What changes do prospects communicate to us that motivate them to act?
- Where do account executives get insights to have value-add customer conversations?
- Who is our first meeting with? Who is our initial point of contact?
- How do we succeed gaining access to the initial point of contact?
- What is the title/role of the Business Decision Maker (BDM) ?
- What is the value proposition statement (strategic) that resonates with the BDM?
- What is the title/role of the Influencer or Recommender (advocate for a solution)?
- What value proposition statement (job-to-be-done) resonates with the Influencer
- Who are the competitors we have to win against most frequently?
- Who are the competitors we lose to most frequently?
- What sales tactics are most effective in advancing opportunities in the funnel?
- Which 3rd parties (analysts, publications, influencers) impact prospect decisions?
- What are the key trends in our industry that prospects are trying to respond to?
- What publications or websites use our prospects for industry/topical information?
- What blogs do your top prospects read?
- What are the top 3 conferences in each of our industries?
- Who are the top 10 “dream” accounts you want to win this upcoming quarter?
- How many cold calls a week do you expect our reps to make?
- How often do you expect our reps to prospect into accounts via email (vs. a call)?
- What account intelligence do you expect our reps to do prior to the first meeting?
- How many times do you expect your account reps to follow-up on each lead?
- What is our best source of leads? And second, and third best?
