Sales Operations Best Practices, Research Reports, Training Courses and Webinars

SellingBrew

Subscriber-Only Tutorial

Already a subscriber? Login

Subscribe and get immediate access to this tutorial, full access to our research library, and much more...

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.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • The Rise of Revenue Operations

    Three thought leaders from the Alexander Group join us for a discussion on the drivers and dynamics behind the growth of Revenue Operations functions.

    View This Interview

  • Four Ways to Get More Out of Sales Analytics

    Contrary to the hype, analytical toolsets don’t provide significant benefits right out-of-the-box. This video guide reveals powerful strategies for producing more meaningful results from your sales analytics efforts and investments.

    View This Guide

  • How to Identify & Target Your Best Prospects

    Every year, B2B sales and marketing teams waste millions of dollars and thousands of hours desperately chasing the wrong business. In this on-demand webinar, learn about two methods for making targeting decisions that can improve every aspect of your performance, all at once!

    View This Webinar

  • Managing Mix to Boost Sales

    Product and customer mix have an incredible amount of influence over every aspect of your sales performance. In this on-demand webinar, learn how to get proactive about "rigging" your mix to your advantage.

    View This Webinar