Improve Sales Prospecting Results Through Customer Profiling
Sales prospecting is certainly a numbers and timing game, but none of us has an unlimited supply of time. Use your prospecting time more effectively by prequalifying your targets based upon specific business criteria.
Understanding and pre qualifying your target customers and/or new projects based upon key characteristics common amongst your most profitable customers/projects will help you to maximize the effectiveness of your sales prospecting efforts. By systematically eliminating ‘bad’ targets, you will have fewer false starts and more time to focus on closing the attractive deals.
Targeting Lifetime Customer Value
