ideal buyer profile, buyer persona
target market, target company
target company, target market
buyer persona, ideal buyer profile
True – Creating your buyer persona is a one-time activity that must be completed before starting your sales plan.
False – Buyer personas are more important for marketing than sales. It’s a nice to have, not need to have.
False – Buyer personas are something that you continually revise and update over time. As long as you have the basic outline complete, you can move forward.
True – Buyer personas are the foundation of good inbound marketing and inbound sales. Moving forward now might mean you have to redo your sales work later on.
These priorities are in-depth and to the point, you suggest that they leave it as is.
To make it more comprehensive, you suggest that this agency adds in at least another 3 priorities.
You identify that this is a good start, but you suggest that he go into more detail with these priorities.
These are SMART goals, so you suggest they make it more general for the overall priorities.
True or false? The following agency’s “Who We Sell To” section has sufficient information for them to move forward with the creation of their sales plan.
Set your goals in the 6-month sales goal box, then set your tactics to achieve your goals
Set your goals in the 12-month sales goal box, then list your 30-90 day milestones
Set your goals in the 12-month sales goal box, then set your approach to achieve your goals
Identify your activity metrics, then set your 12-month sales goals
It’s for you to give a high-level overview of your tactics that you will use to achieve your goals
It’s to set 3 – 5 agency priorities that you will achieve in the next financial year
It’s where you define your agency’s target market
It helps you agree on your agency’s goals
List your top 3-5 agency priorities
Identify the activity metrics that’ll help you reach your goals
Set your approach for achieving your goals
Make a list of 30-90 day milestones and quick wins
No – As a newer agency, you should only focus on your 30-90 day milestones, and not your yearly goals.
Yes – Including 30-90 day milestones can distract your sales team from hitting the yearly targets.
Yes – While writing down 30-90 day milestones can be beneficial, it should only be a focus once you’re a more established agency.
No – Setting 30-90 day milestones help hold your team accountable for the outcomes this month and quarter, not just for this year.
Generate 20 qualified leads in the healthcare industry per month
Hire a new employee with a healthcare background
Identify 5 qualified prospects in the healthcare industry per month
Present at 3 healthcare industry conferences per year
All of the following are steps to creating your action plan, EXCEPT:
Assigning tasks to team members
Defining the metrics you will be tracking
Assigning deadlines to tasks
True or false? Your action plan is an agile document that is constantly updated and reviewed.
Providing feedback on your plan and brainstorming new ideas
Share what they’ve seen work well for other agency partners
Help you execute parts of your plan
All of the above
You’d say, “We should remove the action around speaking engagements since this doesn’t relate directly to sales.”
You’d say, “Everything looks good. There are clear priorities, actions, and deadlines.”
You’d say, “It’s a good start, but to help make these large actions more manageable, we should break it down into sub-tasks.”
You’d say, “These actions are on the right track, but they need to be made into SMART goals.”