• What types of mistakes do customers tend to make while making this kind of decision? Make sure the decision process avoids these mistakes.
• What do customers most frequently overlook or not consider? Make sure the decision process brings these elements into consideration.
• What are the most difficult things for a customer to understand? Determine ways to communicate these elements precisely.
• What must a customer understand to reach

… [ Read more ]

Subject: Sales Questions

Here are six of the most important criteria you can use to evaluate your sales effectiveness.
Does my sales team

1. Consistently meet or exceed revenue and margin goals?
2. Focus on selling the company’s existing products and services and minimize one-offs?
3. Enter accurate and timely sales data into the company’s SFA/CRM systems?
4. Know the competition in-depth and how to differentiate our company and its products and/or services from

… [ Read more ]

Subject: Sales Questions

Defining the Opportunity

1. How do you determine acquisition cost objectives for your sales and marketing activities?
• We have a clear understanding of the lifetime value of our customers derived from historical data. Based on the LTV, we use financial models to create an acquisition cost target that will generate acceptable profit.
• We have an intuitive idea of the acceptable acquisition cost range.
• We do not

… [ Read more ]

Subject: Sales Questions

• Who am I selling to today?
• Why are they buying anything?
• What do I have to sell them?
• Why should they buy from me?

Source:
A New Marketing Bill of Materials
by Tim Riesterer
MarketingProfs.com, September 9, 2003

Subject: Sales Questions

1. Are the complexity of the extended enterprise and major earnings drivers across it transparent?
2. Are interdependencies understood and interdependence risks identified?
3. What programs are in place to ensure the viability of earnings drivers?
4. Are these programs fully aligned with corporate strategy and objectives, and do we understand the trade-offs within these programs?
5. Do we know what we spend on resilience?
6. How good is our situational awareness — that is, do

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Subject: Risk Management Questions

• How good is my company at understanding risk? i.e., what risks do we face and how does that risk impact on my organization?
• What control procedures does my company have in place to mitigate these risks?
• How does my company achieve recognition for the effort we have put into implementing control measures and managing risk?

Source:
An explicit item for the main … [ Read more ]

Subject: Risk Management Questions

• Which market segment are we targeting specifically with that particular product?
• What is the role and mission of that specific product in our overall product line?
• What is a winning product, from the customer’s viewpoint, in that segment?
• How have we chosen to beat our competitors, generally and in that segment?
• If it’s impossible to meet all customer demands, which ones should we meet?
• How many variants of the

… [ Read more ]

Subject: Products & Services Questions

Managers who want to launch a Value Sourcing initiative should consider these questions:

• Is sourcing seen as driving revenue growth as well as cost reduction?
• Are we maximizing the value of our supplier relationships?
• Have we segmented our spending and identified strategic categories and suppliers?
• Do we understand and are we positively affecting supplier economics?
• How collaboratively do procurement, users, and key suppliers work on new product development?
• Are

… [ Read more ]

Subject: Procurement / Purchasing / Sourcing Questions

• Have your key cross functional business process been identified?
• Are goals for key processes linked to customer requirements?
• Are goals for key processes linked to supplier capabilities and requirements?
• Are process goals linked to the organization requirements and objectives?
• Is this the most effective process for achieving the process goals?
• Have appropriate sub process goals been set?
• Are sufficient resources allocated to each key

… [ Read more ]

Subject: Process Performance Questions

Companies adopting BCR can structure their own compliance approach for the entire enterprise that covers all legal entities across multiple national jurisdictions (including national laws in Asia-Pacific). Before considering BCR, companies need to ask questions in the following categories:

• Evaluation – Has the organization performed a detailed analysis to determine if BCR is the appropriate path to take? Does the organization want to organize

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Subject: Privacy Policy Questions