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Sales Readiness Test -basic

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1. Client Definition
Did you define your ideal client in terms of geography, industry, and size? (Select one option)

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1. Client DefinitionDid you define your ideal client in terms of geography, industry, and size? (Select one option)

A

I have no idea how my ideal client looks like.

B

I have a rough idea which allows me to create a long-list with hundreds of target. prospects

C

I have a fairly good view on my ideal clients and have a long-list of target prospects.

D

I have an exact description of my ideal clients and have a longlist and a shortlist of target prospects that are likely to buy within 12 months.

2. Benefiting User Definition
Did you define the Benefiting User of your product in your prospect accounts? (Select all that apply)

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2. Benefiting User DefinitionDid you define the Benefiting User of your product in your prospect accounts? (Select all that apply)

I identified the user(s) department

I identified the user(s) job title

I identified the compelling buying driver(s) for the user(s)

I identified the typical user objections and know how to handle them

I have at least one user who is willing to refer to us

3. Decision Maker Unit Knowledge
How well do you understand the roles involved in the buying decision process? (Select all that apply)

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3. Decision Maker Unit KnowledgeHow well do you understand the roles involved in the buying decision process? (Select all that apply)

I have no idea who, apart from the users, are involved in a buying decision

I know the technical decision maker job title

I know the budget holder job title

I know the typical gatekeeper job title

I know the typical influencer (internal and external) job titles

4. Product/Market Fit - Sales Track Record
How well did you check the fitting of your product with market needs? (Select all that apply)

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4. Product/Market Fit - Sales Track RecordHow well did you check the fitting of your product with market needs? (Select all that apply)

We did not engage with prospects and customers so far

We engaged with several prospects before even designing the product

We engaged with several prospects during product design

We engaged with several prospects after completion of the design

We received at least one letter of interest, contract draft, or signed order

5. Sales Plan and Forecast
What is the current state of your sales plan and forecast? (Select one option)

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5. Sales Plan and ForecastWhat is the current state of your sales plan and forecast? (Select one option)

A

We have no sales plan or forecast yet

B

We have a good idea how to start the sales roll-out in general terms

C

We know how to handle the sales process and the follow-up and have a rough sales plan and forecast for the next 12 months

D

We have people and tools in place, defined the typical sales cycle, and started reaching out to prospects

E

We have the people and tools in place, defined the sales cycle, and have a pipeline of active opportunities

F

We have everything in place, have an active pipeline, and got a first signed contract/order

6. Product Stage
What is the current stage of your product? (Select one option)

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6. Product StageWhat is the current stage of your product? (Select one option)

A

We have no product yet, just an excellent idea

B

We have designed the product and started development

C

We are well advanced in development and have a clear product roadmap

D

We have a working prototype

E

We have the product in production