Golden Questions
Sales Enablement Cards
The most important part of the sales cycle is getting prospects to self-identify their needs by asking 'golden' questions.
Building the picture
- How many products / services do you have in your portfolio?
- How many people do you have working in sales within your company?
- How many different sales teams are there?
- How many different products / services might each salesperson be responsible for?
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Drilling for detail
- How often do you need to communicate something significant with your salespeople?
- How frequently do you gather your salespeople in one place for product / service training, sales ‘kick-off’ etc.?
- Do your sales people receive formal product / service sales training?
- How often do you update your sales tools?
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Geography
- How many resellers / channel partners do you have?
- What geographical regions does your salesforce cover?
- How many geographical regions do your channel partners cover?
- How long do you think your sales tools stay fresh and up-to-date before they require an update to be fully effective?
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