http://www.fourquadrant.com/sales-and-marketing-quick-reference-card/ Sales and Marketing Quick Reference Card It’s so obviously useful, but most companies do not provide their teams with a sales and marketing quick reference card to guide conversations with prospects and customers. A Sales & Marketing Quick Reference Card (QRC) is a one-pager that summarizes the company’s unique selling proposition, the solution’s positioning, the target opportunity areas, discovery questions and objection handling. The QRC is not designed as an all-encompassing document that must include every response to every permutation of every possible question–that requires a messaging framework and documenting some fundamental go-to-market building blocks. The document IS designed as a one-pager to be leveraged by: Inside Sales Reps, Sales Development Reps and Business Development Reps – i.e. the folks that make outbound calls and receive inbound calls. The QRC is not a complete call script but it serves to get everyone on the same page by providing consistent messaging that supports the brand, the value proposition and the core differentiation of the solution. The Demand Generation and Demand Management Teams – they should use the QRC as the “source code” for targeting and messaging in all lead generation programs and lead follow-up initiatives. For instance, Ideal Contacts will drive list buys, Ideal project Scenarios, the benefits delivered and discovery questions are copy that can be used on the website, in emails, landing pages and some of the topics could support a whitepaper, webinar or blog posts. Read the full post at http://www.fourquadrant.com/sales-and-marketing-quick-reference-card/

1. Sales and Marketing Quick
Reference Card
Quick Reference Card
Fourquadrant.com/Marketing-Resource-Blog

2. Sales and Marketing Quick Reference Card

3. Sales and Marketing Quick Reference Card

4. For Inside Sales Reps
Inside Sales Reps, Sales
Development Reps and Business
Development Reps – i.e. the folks
that make outbound calls and
receive inbound calls. The QRC is
not a complete call script but it
serves to get everyone on the
same page by providing consistent
messaging that supports the
brand, the value proposition and
the core differentiation of the
solution.
For ISRs, SDRs, & BDRs
1

5. Demand Generation &
Demand Management
The Demand Generation and
Demand Management Teams –
they should use the QRC as the
“source code” for targeting and
messaging in all lead generation
programs and lead follow-up
initiatives. For instance, Ideal
Contacts will drive list buys, Ideal
project Scenarios, the benefits
delivered and discovery questions
are copy that can be used on the
website, in emails, landing pages
and some of the topics could
support a whitepaper, webinar or
blog posts.
For Demand Generation & Management
2

6. Sales and Marketing Quick
Reference Card
Read the full post to create a Persona Lite
Fourquadrant.com/Marketing-Resource-Blog