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 Marketing Ops Journal subscriber.
More Subscriber-Only Resources From Our Library
-
How to Crater a Market with Cost-Plus Pricing
For one large manufacturer, cost-plus pricing was tantamount to malpractice. In this case study, learn how the lack of strategic pricing capability reduced the value of an entire market by over $1 billion.
View This Case Study -
Competitive Kill Sheet Development Workbook
To help you gather and distill the essential information to create effective competitive kill sheets, answer the questions in these worksheets with as much detail as possible. An example of a fictitious competitive kill sheet is provided at the end of the workbook.
View This Tool -
Pricing Services to Align with Customer Value
When you’re selling services or project work, it can be challenging to get customers to focus on the value being delivered or exchanged. In this recorded training seminar, learn how to improve revenue and margins when your offering is largely intangible.
View This Webinar -
Recognizing Seven Deadly Targeting Mistakes
In this guide, you'll learn about the most common and costly prospect targeting mistakes that other B2B companies have made...so you can avoid making them yourself.
View This Guide
