Course 05 · Lesson 1 of 10
Which segment are you in
Use the segment that matches who signs.
| You are talking to | Segment |
|---|---|
| Owner or MD of a recruitment agency; a recruiter (employed or solo) | 1. Recruitment |
| Anyone at a solicitors' firm: managing partner, head of marketing or BD, COLP, a partner | 2. Law |
| Partner or MD of a consultancy or accountancy practice; an independent consultant or fractional executive | 3. Consultancy and accountancy |
| A marketing agency, freelance marketer or ghostwriter who runs other people's accounts | 4. Agencies and freelancers with clients |
| Owner of any other business of 2 to 25 people; any other solo operator | 5. Owner-led small business |
| An organisation of 50 plus; a head of marketing or communications in one; any financial services firm; any team with many public-facing contributors | 6. Larger organisations and regulated teams |
The two questions that decide the motion. Ask both on the first call: "Who else needs to be comfortable before you'd roll this out?" and "Does anyone in compliance, risk or IT sign off tools that publish under the firm's name?" "Nobody, it's my call" plus "no" means the direct motion (1 to about 10 seats; planning estimate 7 to 21 days). Anything else is the considered motion (10 plus seats or any sign-off; planning estimate 30 to 90 days, law 3 to 6 months). Neither is measured yet. See Sales method.
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