Which companies should I sell to, and why? Are they existing customers or prospects? What potential is there in terms of real revenue? Who makes the decisions regarding the services we provide? Are there any data that could help me?
Which challenges are the companies we process facing, and what are these companies’ ambitions? How do we engage formal and informal decision-makers, thereby making them better buyers of our services? How do we position ourselves as thought leaders for the business of customer?
Which accounts are the hardest to sell to? Do these accounts also bring the highest order values? How long are the sales cycles when processing these accounts? Is it worth spending a few percent of the order value on marketing towards them in order to increase chances for business? Which technology should we use to reach them?
Which target accounts react the strongest to which issues and subject matters? How engaged are they? What do they do after consuming your content? Do they return? Do they look us up of their own accord? How do I calculate the ROI? Is there system support? How can we use the statistics to close the deal faster?