Archive For January, 2010

Brian Geery’s suggestions for 2010 Sales Planning

Brian Geery of Quota Inc. shared with me his suggestions for 2010 sales planning.

They are excellent.

See below.

Mark

_____________________________________SALES PLAN ELEMENTS

Top Tier Prospect DefinitionWhat are the defining characteristics of prospects that are mostly likely to buy?What are the decision maker’s profiles (buyer personas)?How are non-prospects defined (those we should not pursue)?

Buy Cycle and Sales CycleWhat are … Continue Reading