CHAPTER

2

Developing an Ideal Account Profile

The SWOT analysis we completed in the previous chapter provides sales professionals with the ability to clearly communicate the differentiated value proposition of their company and its products. In the Predictable Prospecting method, you’ll learn how to identify those you can successfully approach with that message. This will be done in two steps: deciding on the ideal accounts to target, which is covered in this chapter, and identifying the ideal people to target within those accounts, which is covered in the following chapter.

The maxim “You can’t be all things to all people” perfectly expresses the philosophy behind developing an Ideal Account Profile. In reality, even if a company were able to ...

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