Targeting The Right Prospects

Targeting the right prospects is a critical process for any business. Choosing the prospects NOT to focus on is as important as choosing the ones you WILL focus on. As you discuss and plan for the right prospects, the "account talk" process is key. Consider the following as a guideline for making the right decisions:

1. Create a clear account selection criteria.
2. Implement a process to qualify each account in "3 to 5 minutes."
3. Determine the cost of selling.
4. Determine the expected hit ratios ... what % of leads close.
5. Who is accountable?
6. How will it get done?
7. When will it get done?
8. What reward system is in place?