Home / Blog / 23 Questions To Ask Sales To...
Demand Generation Updated on: Jan 30, 2020

23 Questions To Ask Sales To Build Your Demand Generation Plan

Get monthly executive SaaS marketing advice in your inbox

Subscribe

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

Get monthly executive SaaS marketing advice in your inbox

Subscribe

AUTHOR Stijn Hendrikse

After 15 years of experience in the Software Marketing Industry, Stijn adopted the SaaS model to launch Kalungi, a marketing agency that specializes in assisting B2B SaaS companies.

Similar posts

Demand Generation

How To Make A Cold Call Or Email A Bit Warmer

When sending cold emails out, make sure they are extremely relevant, to the point, well written and have the right landing page with valuable follow...

Stijn Hendrikse Jul 5, 2019
Demand Generation

4th Industrial "Marketing" Revolution

If you go to a hotel and are a Platinum+ level member of their loyalty program, even the best chains usually don't remember what pillow you used.

Stijn Hendrikse Jun 11, 2019
Demand Generation

When Will 1:1 Marketing Finally Become Real?

When you go to a hotel as a gold or platinum loyalty member, do you actually get the same pillow type as you had ordered last time? It usually isn't.

Stijn Hendrikse May 3, 2019

Get notified on new marketing insights

Be the first to know about new B2B SaaS Marketing insights to build or refine your marketing function with the tools and knowledge of today’s industry.