Test Your Customer IQ

Accelerating the sales process depends on deep insights into buyer’s behavior. How much do you know about how your buyers’ make purchasing decisions? Find out now.

1	Has your firm identified a list of characteristics that describe your most promising prospects? Yes No
2	Do you know what the single most important problem is that your products or services solve for your most promising prospects? Yes No
3	Do you know what events, if any, trigger demand for your product or service? Yes No
4	If your company’s most promising prospects were looking for a solution like yours would it be easy for them to identify your firm as a possible vendor? Yes No
5	Of those that know about your company, do most of your prospects recognize that they have a problem that your firm can solve? Yes No
6	Do your most promising prospects understand the key differences between your products and services and others that they might use to address the same need? Yes No
7	Can you rank the top three criteria that your most promising prospects’ use when they evaluate products or services such as yours? Yes No
8	Do you know what actions your most promising prospects took to identify solutions or vendors when they first contacted you? Yes No
9	Does your firm win most of the deals where a representative has a chance to present your solution? Yes No
10	Does your firm track how everyone that contacts your company heard about the firm? Yes No
11	Does your company track all opportunities and find out which were won, which were lost, and why? Yes No
12	Has your firm documented how customers have benefited from the firm’s products or services? Yes No
13	Does your company have a system in place for tracking the return on its marketing investments? Yes No
14	Does your firm have a regular process for keeping in contact with prospects and customers? Yes No
15	Does your firm routinely engage customers in conversations about their satisfaction with your company and its solutions? Yes No

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BB Marketing Plus demystified the marketing process by developing a roadmap that clearly laid out the marketing programs we need to achieve our revenue objectives. Having a plan that specifies the level and mix of marketing investments we need to make has proved invaluable. I now have a high degree of confidence that I am making the right pricing and budgeting decisions.”

Tom Moses
President
Spill Center, Inc.

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