Targeting Your Most Profitable Prospects
A Strategic Process for Increasing Your Odds of Success by Understanding Who to Target...and Who to Avoid
Prospect targeting is about embracing the fact that you can’t be all things to all people. If you are going to succeed in a big way, you have to focus your energies and resources. But which prospects do you target? And which prospects do you avoid? In this tutorial, you will learn about:
- The three-part formula for establishing realistic boundaries around what you consider to really be “your market.”
- 15 questions about the prospects in your market that can help you identify the various segments that actually exist.
- 26 quantitative and qualitative criteria for evaluating and scoring all of the different segments you've identified.
- The two-part process for identifying the best (and worst) targets for your company's unique set of competencies.
This tutorial is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
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Building Sales Ops' Credibility with Sales
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Recognizing Seven Deadly Targeting Mistakes
In this guide, you'll learn about the most common and costly prospect targeting mistakes that other B2B companies have made...so you can avoid making them yourself.
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Avoiding Mistakes in Customer Profitability
For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.
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Digital First Sales Operations
Optimizing Sales Capabilities for the Modern Digital Landscape
