Creating a targeted prospecting strategy is the biggest prospecting problem facing sales people from the recent 2017 survey by the Richardson Co. The survey was broken into 6 categories; Prospecting, Negotiating, Closing, Buyer’s Decisions, Productivity, and Team Selling and I commend them for their research and efforts.
Since your existing customers are the best place to make more sales - via buying the same, cross-selling and up-selling - this is where your prospecting campaign should start. In these accounts you have or should Read on
Competitors are trying to break into your accounts or increase their share in joint accounts. So you’d be stupid Read on
I call them this because if they can use your types of products or services, it’s hard to imagine you don’t have a competitor. So these could be accounts where they do it themselves or do it in another way. Again the solution is Read on