1) Define your Target Market
3 questions that set you up for success (or failure)
1) Who do I call on?
2) What do I call on?
3) Why should I call them?
Here’s why:
1) Your average revenue per account is directly proportional to what companies you decide to call on.
2) The level of responsibility you call on directly affects your sales cycle and first appointment to proposal ratio.
3) And the reason you call on them directly influences your closing ratio.
Get the picture?
What this tells you is that you do have absolute control over your performance metrics.
However, you need to be able to clear on the “who”, the ‘what”, and the “why” to understand the most effective prospects to call on.
Your answers should relay:
Vertically by industry
Horizontally by title
and
Benefit-based by application.
2) Develop a ‘Targeted Selection Process’
Sales people without targeted prospects are like trees without leaves. Eventually, you wither and die!
Your target list is one of the most vital ingredients to begin...
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