--- title: 30 Questions To Inform Your Sales Plan | The Sales Blog description: Do you want to know how you might improve your sales game? Here are thirty questions you can use to inform your sales plan. What you are missing might just be what’s missing. Do you have dream client targets? Do you have a plan to engage them? Is this plan a campaign? Does your plan […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2014-02-02-at-4_50_00-PM.png --- ### [Now booking SKO meetings for 2026/27! 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Here are thirty questions you can use to inform your sales plan. What you are missing might just be what’s missing. 1. Do you have [dream client](http://thesalesblog.com/blog/2012/06/15/your-dream-client-wants-you-to-know-them/) targets? 2. Do you have a plan to engage them? 3. Is this plan a [campaign](http://thesalesblog.com/blog/2013/05/09/prospecting-is-a-campaign/)? 4. Does your plan try multiple [channels](http://thesalesblog.com/blog/2011/03/27/your-communication-preferences-don%e2%80%99t-count/)? 5. Does your plan include [multiple stakeholders](http://thesalesblog.com/blog/2011/06/15/there-is-no-power-sponsor-there-are-power-sponsors/)? 6. Does your plan [lead with value](http://thesalesblog.com/blog/2013/07/30/stop-leading-with-price/)? 7. Does your plan include touches for every potential stage of their [buying cycle](http://thesalesblog.com/blog/2013/10/22/the-buyers-process-isnt-what-you-think/)? 8. Does your plan include asking for a [referral](http://thesalesblog.com/blog/2011/05/09/the-path-to-referrals/) or introduction? 9. Are you doing enough prospecting work to build a [pipeline](http://thesalesblog.com/blog/2012/10/10/a-false-sense-of-security-in-your-pipeline/) of real opportunities? 10. Do you have the ability to create value if your dream client is [satisfied](http://thesalesblog.com/blog/2014/01/28/on-latent-dissatisfaction-and-dissatisfaction/)? 11. Does your process make you [collaborative](http://thesalesblog.com/blog/2013/03/16/on-conflict-and-collaboration/)? 12. Does your process align with your dream client’s needs? 13. Do you have an arsenal of high value discovery questions? 14. Do you have the ability to help your client make [their own discoveries](http://thesalesblog.com/blog/2014/01/08/your-client-is-in-discovery-too/)? 15. Does your process allow you to gain the [education](http://thesalesblog.com/blog/2013/08/13/you-are-teaching-but-are-you-also-learning/) you need? 16. Are you taking the necessary steps to learn your client’s business? 17. Are the needs of different stakeholders captured in your process? 18. Are the needs of different stakeholder groups captured in your process? 19. Do you know everyone who will eventually [vote](http://thesalesblog.com/blog/2012/01/04/your-dream-clients-have-their-own-caucuses/) on your solution? 20. Is the way you sell making you known as a [trusted advisor](http://thesalesblog.com/blog/2014/01/31/so-you-want-to-be-a-trusted-advisor/), a value creator? 21. Is the way you sell proof positive that you [care](http://thesalesblog.com/blog/2012/10/18/care-more-than-they-do/)? 22. Is your team engaged in the sales process, learning what they will need to do to execute for your dream client? 23. Does your plan include your having a presence and gaining trust over time? 24. Does your plan include engaging your dream client contact’s vision in your proposed solution? 25. Do you pre-present your proposal to acquire changes and modifications? 26. Is your proposal your story, their story, or “[our story](http://thesalesblog.com/blog/2010/05/18/whose-proposal-is-more-likely-to-win-your-story-their-story-or-our-story/)?” 27. Do you make the risks and obstacles abundantly clear? 28. Do you explain how you will mitigate those risks? 29. Do you confirm that your dream client understands the necessary [investment](http://thesalesblog.com/blog/2012/04/16/how-to-keep-your-client-from-underinvesting/) throughout the process? 30. Have you earned the right to ask for your dream client’s business? ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2014](https://www.thesalesblog.com/blog/tag/2014) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on February 2, 2014 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-09-17T2:40:28 PM", "datePublished" : "2014-02-02 21:00:40", "description" : "Do you want to know how you might improve your sales game? Here are thirty questions you can use to inform your sales plan. What you are missing might just be what’s missing. Do you have dream client targets? Do you have a plan to engage them? Is this plan a campaign? 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