Brian Geery of Quota Inc. shared with me his suggestions for 2010 sales planning. They are excellent.See below.Mark_____________________________________SALES PLAN ELEMENTSTop Tier Prospect DefinitionWhat are the defining characteristics of prospects that are mostly likely to buy?What are the decision maker’s profiles (buyer personas)?How are non-prospects defined (those we should not pursue)?Buy Cycle and Sales CycleWhat are the key elements of the Buy Cycle (physical actions a … Continue Reading