All departments Just marketing Just marketing and sales All customer-facing departments

Make it clear early on that your product isn’t a good fit for them. Accept their business and serve them as well as you can. Modify your product to do…

A semi-fictional representation of your ideal customer based on data. The demographic information of a particular sales prospect. A categorization of leads that indicates how “sales ready”? they are. A story that…

True — Although your core system can be changed, changing it frequently is complicated and can lead to confusion. But the edges are a great place to experiment and try…

Have individual sales reps take turns acting as content manager. Have the sales team send the marketing team the content they’ve already created. Have the sales team BCC the marketing…

An ideal customer profile broadly describes your target market, and personas describe the types of people in that market. Ideal customer profiles are used primarily by marketing, and personas are…

This SLA’s requirements focus on the wrong activities. This SLA’s requirements aren’t specific enough. This SLA is missing a requirement. No change needed.

“That’s fine, as long as it helps them do the job they hired our product to do.” “That’s a good idea because we can put more pressure on people who…

True False

A group of employees who help with content creation. The marketers in charge of creating insightful content. A small group of leaders who review every lead sales rejects. The leaders…