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

  • Masterful Marketing Operations

    Marketing Ops is still evolving and there are no long-standing rules for how everything should work. But there's a lot to learn from teams with a track record of success. In this on-demand webinar, we explore the traits and mindsets of successful Marketing Ops groups.

    View This Webinar
  • How to Improve Your Close Rates

    Trial and error with something as important as your close rates is risky. So, how do know which strategies and tactics you should be using to improve? In this on-demand training webinar, learn effective strategies and tactics for improving your sales team's ability to win---at scale and with less risk.

    View This Webinar
  • Creating More Powerful Sales Proposals

    Delivering a proposal is often the final "yes/no" step that every other sales and marketing activity is leading up to. We spoke with Reuben Swartz about how to create sales proposals that win more business at higher margins.

    View This Interview
  • Exposing the Power of Price Elasticity in B2B

    Price elasticity is incredibly underutilized and often misunderstood. Barrett Thompson explains the nature of price elasticity in B2B and how you can use it to set better prices with far less risk.

    View This Interview