Customer Targeting

Overview

Many people believe they have a Closing Problem when in fact they have a Qualification problem. As a result they chase forever, bloat the pipeline, and never close business, much of which can n ever be closed. We offer a simple fix.

Customer Segmentation and Targeting

The Challenge

Domain and subject matter experts (SME) have a problem called the curse of knowledge that leads them to target the entire potential market with their message when only a subset will ever buy. Over investing in marketing that can never payoff is a big waste of time, effort, and money. The challenge is to commit to the things you do best, and narrow your target market to those that would adopt your offerings once they are aware of them.

Program Services

Narrowing your market is counter intuitive, yet there are many companies that need and would buy your offerings if you could reach them. Tighten your focus to the most probable is an easy recommendation. Our services provide the process discipline and foundation for revenue success and demand generation.

Buyer Personas

These are buyer personas, not researchers or designated hitters. They win or lose based on the decision they take.

  • Areas of Responsibility
  • Critical Viewpoint
  • Must go right
  • Could go wrong

Recommended Reading

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It is wrong to suppose that if you can’t measure it, you can’t manage it – a costly myth.
W. Edwards Deming