Time is a finite resource, which means that it is a resource that is limited. Time is probably your most valuable resource and we need to make the most out of the limited time we have.
Its possible to increase the percentage chances of closing business by defining our ideal customer profile, and focusing on the right kind of prospective clients for our products.
For years the sales force has suffered hundreds of leads produced by exhibitions, and is then told to call them all up and qualify them to find out if they are interested in buying. The marketing department is judged by the number of leads they produce so the more badges they scan the better job they did.
But they are filling the To Do list of the sales team with useless leads and wasting the time of the sales force because the badges they scan are of people that are "tire kickers" just taking a look at the product, competitive people learning about the company, PR people trying to get the companies' business, complimentary product providers looking to partner, etc
So the good sales people need to be able to find their own leads and to do this we need to identify the kind of prospect we want to find, and then go after finding them.
So make a list of what the ideal prospect would appear like. This exercise will improve our closing ratio, and average sale value.
Every sales person needs to identify their own ideal customer profile from their own territory, market segment, market vertical target, etc. Here are some example traits of an ideal customer profile for example:
Your own Ideal Prospect Profile will include characteristics required by your product and feature set. Take 5 minutes and list your own ideal customer profile for use later in the training implementation.