 |
Why do our customers buy
from us?
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|
Who are my key
competitors and what differentiates me from them?
|
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Why do I win or lose
particular sales?
|
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Who is the key
decision-maker within our prospect companies?
|
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What processes do our
customers and prospects go through when purchasing?
|
|
How important is price in
a sale and how do customers measure value?
|
|
How should I go about
entering new markets?
|
|
Which new products should
I launch in this market?
|
|
What are the leading
sources of information that our customers and prospects rely on?
|
|
What messages are most
effective in targeting our customer base?
|
|
How effective are our
marketing, channels and salespeople? |
