Investing quality time with prospects delivers better margins and displaces your competitors.
One of the time-tested methods for surviving a tough or slow economy is to home in on prospects who match the profile of your most successful customers. This may sound like Sales 101 but it’s worth your attention right now because when times get tough, the opposite happens – namely, desperation can make it tempting to pounce on any lead that ‘wanders in the door’.
Instead, we urge you to invest more energy in obtaining a deeper understanding of your current customer base and then use that understanding as a springboard to narrowing the list of leads you want to pursue.
3 Tips to hone your targeting skills
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