Defining Your Target Market
What I am about to show you may be the best thing you will ever learn in your sales career. It certainly has been for me and for the many clients that have implemented it.
When I started my first company, in 1983, we were able to grow the company from zero in sales and no customers in the beginning to a company with approximately $100 million in sales over a 12-year career. Most people who read this story would say that this is a good accomplishment. I suppose that I would, too; however, the results would have been far more dramatic if I had only known about “Smart Prospecting.”
The first step in Smart Prospecting involves defining your target market.
Most salespeople might define their target market as “all companies ...
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