How to Identify & Target Your Best Prospects
Accelerate Your Growth by Pursuing the Right Prospects and Opportunities
Every year, B2B sales and marketing teams waste millions of dollars and thousands of hours desperately chasing the wrong business. Of course, they don't know it's the wrong business until after they've lost the deals. And even then, it's much easier to blame competitive actions or market conditions than focus on the real culprit: Bad targeting decisions. In this on-demand training webinar, you will learn about:
- Why targeting decisions can be the most-powerful strategic decisions you'll ever make.
- The misconceptions that prevent B2B companies from making good targeting decisions.
- Identifying the types of prospects and opportunities that can fuel exponential growth.
- Strategies and tactics for zeroing-in on your best prospects in the broader marketplace.
This webinar is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
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The Anatomy of a Successful B2B Sales Analyst
What key competencies are most important for a sales analyst to have? This guide covers SellingBrew's research into the 21 most important attributes, skills, and capabilities for sales analysts to develop or possess.
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How Strict Pricing Enforcement Killed a Product
Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).
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Fostering Productive Collaboration
In this recorded session, we discuss how to identify and influence the groups that contribute most to our sales performance and explore the 8 key ingredients for effective cross-functional collaboration.
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Suffering from a Bad Case of Sticker Shock
In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.
View This Case Study
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