Marketing Ops Journal

Subscriber-Only Tutorial

Already a subscriber? Login

Subscribe and get immediate access to this tutorial, full access to our research library, and much more...

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.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • How to Deal with Other Internal Departments

    As a B2B marketer, there is a limit to how much you can accomplish on your own. This tutorial shows you how to leverage your marketing skills in a different way to influence and motivate the other departments that can have an impact on your efforts.

    View This Tutorial
  • The Ugly Truth About Lead Generation ROI

    Very often in business, the truth behind problems runs counter to what the people in charge actually believe. This entertaining case study reveals the true root-causes behind one company's "failing" lead generation programs.

    View This Case Study
  • Anatomy of a Competition-Crushing Sales Strategy

    The better your sales strategy, the easier it is for your sales team to achieve their objectives. But sales strategy is often misunderstood. In this on-demand training session, learn how leading sales operations are improving their sales strategies to win more business, while actually competing less.

    View This Webinar
  • The Price Segmentation Self-Assessment

    Simply answer the questions in this self-assessment (objectively) to gauge the likely quality, accuracy, and efficacy of your price segmentation model. You can assess overall quality, as well as pinpoint specific opportunities for improvement.

    View This Tool