The business landscape is changing, and the way sales and marketing are operating needs to adopt to secure on going success. Depending on the role the issues, concerns and gaps to be filled are different.
 

What is in the mind of the senior management? For example the CEO, Head of Sales, Head of Marketing or a leader of a Start-up?

Personas

What is in the mind of the senior management?

Depending on the role the issues, concerns and gaps to be filled are different.

CEO

Have we aligned our sales KPIs with our strategy?

Do we have capabilities and culture to support our strategy?
 

What are my competitors’ most likely strategic decisions?
 

How will market changes impact our business?
 

Are our brand and sales performance good enough?

Do we have the right resources, quality and quantity?

Do we have the right balance between investments in marketing and sales?
 

Are we leveraging digital marketing in our sales efforts?
 

Have we aligned our sales measurement with our strategy?
 

Is our sales up to date with the change in buying behaviour and digitalization ?

Head of Marketing

Do you have a clear focused vision and brand across the company?
 

Are we consistent and aligned in all customer interaction?
 

How well does sales leverage the marketing activities?
 

How differentiated is our value proposition?
 

Are our marketing process and workflows up to date with the change in buying behaviour?
 

Do we communicate insights relevant to potential customers?
 

How well do we leverage customer activity on our platform?

Are we fully integrated and aligned with sales?

Can we challenge and disrupt buyers in their buying journey and influence desisions?

Head of Sales

How can I turn my low and average performers to improve?
 

Are we prioritizing the right sales opportunities?
 

Does our sales force utilize social media in acquiring new sales?
 

How do we achieve repetitive business?
 

Do we have capabilities to support our strategy?
 

Is our sales process up-to-date with the change in buying behaviour?
 

Are we lacking resources for sales growth?

Are our sales processes helping and supporting the sales people?

Is our sales strategy clear, understood and accepted by the sales organisation?

Is our pipeline stronhg enough to support short and long term sales ?

Do we focus enough on progress driven sales leadership instead of lagging management of the numbers?

Head of a Start-up

Is our approach and processes scalable to win  innovators and custiomers beyond early adopters?

Practice operations to succeed beyond the 15% of innovators and early adopters?

How well does sales leverage the marketing activities?

Do you have a clear and focused vision and brand across the company?

Do we have the right skills for international expansion?

How do we analyse competition?

Shareholder

Are we increasing shareholder and company value the way we operate marketing and sales today?

Does the organization have the capabilities and resources for long term growth

Are we growing faster than the market?

Are we leveraging digitalization in our efforts?

Which are the best and worst case scenarios and how do we handle them?

Can we scale fast and build up capabilities in new markets?

How can we replicate our ways of working?

Can we avoid increasing the risk?