Diagnostics

Sales and marketing alignment

Are sales and marketing departments aligned and working in harmony with the same strategy and tactical plan?

Do they have the same, agreed understanding of the market and what’s required to create and convert new market opportunity into growth & revenue?

Sales and marketing process transparency

Do you have a written, verified process, with key stages that show exactly how you market and sell progressively?

Do you know what is happening at each stage in the process – what actions are required and what actually happens?

At each stage, have you specified and verified what tools are needed – such as databases, webs, scripts, presentation material?

When there is a problem – such as low levels of leads or conversions – can you identify quickly what is going wrong and where?

Metrics

Can and do you actively measure and evaluate sales and marketing performance at each key stage in the sales and marketing process?

Do you know the ROI and other stats you need daily/ monthly to monitor and manage business development?

Scalability

Can and do you forecast the return and time-scales for your investment in sales & marketing?

Can you identify exactly where to invest in your sales and marketing process in order to scale up the business to generate more revenue and profits?

Buyer Behaviour

Do you understand exactly how customer decisions are made, by whom and for what reasons during the course of the “buyer’s journey”?

Have you a verified map of the journey: key stages in the decision-making process, and the issues and people that influences the decision to buy?