ٌREAD and Work on the company itself by adding these requirements:
Sales process
– what does the sales org structure look like?
– what is the process that the sales team uses? Ie) obtain name of professor — email professor — call professor — send copy of book — “sell” book to university bookstore
Buyer personas
– there are many buyer personas of many purchasers of books. Most books are purchased at bookstores, not directly from the publishers, so personas for isle) Barnes and noble purchasing analyst would be needed
Multi-touch cadence
– specify when each msg needs to go out. Ie) 2 twitter messages per day, 1 email to leads per week, etc
Content strategy/messaging
– good overview of mission/vision/core strategy
– lacking specific samples of messaging ie)email verbiage, twitter posts, email responses
CRM/Mktg automation
– what are the sales stages?
– what else does a sales rep need to do in CRM? Ie) log calls, details on contacts, update opportunities
Sales methodology
– what are the details of the methodology? Be more specific
Key performance indicators
– get specific ie) revenue, # of opportunities, # closed-lost opportunities, won ratio
Missing resources
– What is meant here is not the references of research, intended if there are cases of study for people got them a problem with the company or had opinions in the company’s site. Where they have previous experiences with the site. screenshot and comments.
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