Recognizing Seven Deadly Targeting Mistakes
Learn About the Most Common and Costly Prospect Targeting Mistakes...So You Can Avoid Them
It is often very helpful to understand the mistakes that others have made with prospect targeting. After all, when you know what the mistakes and problems look like, you can make the necessary course corrections to avoid making them yourself. In this guide, you will learn about:
- Why it's so futile to target the "ideal customer" and how it severely limits your potential in the marketplace.
- How market descriptions and models developed by industry analysts and research firms can lead you astray.
- Why trying to "hedge your bets" by targeting multiple segments will ultimately cause you to lose the game.
- How the most obvious prospect targeting decisions can get you involved in battles you can't afford to win.
This guide is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
-
Closing the Gap on Growing Existing Customers
Our research into leading sales operations shows that for most B2B companies, selling more to their current customers is a top priority. However, this research also exposes a mission-critical capability that most B2B sales operations are admittedly lacking.
View This Research -
Getting Your Salespeople to Price Better
Chances are, the behavior of your salespeople will ultimately determine whether pricing strategies are effective or not. In this on-demand training seminar, learn proven approaches and strategies for getting your sales team to price and discount far more effectively.
View This Webinar -
Trade Secrets of Effective Lead Generation
There are common pitfalls many companies run into with their lead generation programs. This interview with Dan McDade, the author of The Truth About Leads, exposes why B2B lead generation is broken and what you can do to fix it.
View This Interview -
Driving Strategic Decisions with Sales Analytics
In this guide, you'll learn how to look at sales performance in a different way, use sales analytics to answer much more powerful questions; and identify your company's real strategic "sweet spot" in the marketplace.
View This Guide
