Archive | July 2012

Grow Your Business by Targeting Ideal Opportunities

Many organizations are unable to grow fast enough because their sales teams spend too much time with opportunities that are wrong for your business.

Have you ever:

  • Thought your weekly sales funnel reviews are the same week after week with no progress?
  • Been tired of hearing phrases such as “They asked me to stay in touch” or “They are still deciding”?
  • Believed your sales efforts are focusing on prospects that you do not want to do business with?

The simple fact is that sales people hate saying “no” because they believe they can every opportunity they find and hence every opportunity they find becomes a prospect of some sort.  This leads to waste of time and efforts on opportunities that will never close, your opportunity funnel becomes clogged with bad prospects, and your business does not grow.  I guarantee these opportunities were never a good opportunities to begin with because you have not identified the characteristics of your good clients and what a good opportunity looks like to your organization for the sales team to call on.

What was done by the salesperson to identify the opportunity as ideal? What questions were asked to qualify the opportunity? Can your organization even identify what an ideal client is and what an ideal opportunity looks like to help your sales team target better opportunities?

If a company is able to define what an ideal client looks like, then the marketing and sales efforts are able to work more efficiently because selling time is only spent on qualified opportunities that match the characteristics of your ideal clients. Additionally, your operations should perform better because you are only doing business with ideal clients that you are meant to be serving.

Should your ideal clients be of a certain size?  Should they have certain annual revenue?  Should they be able to purchase one or more of your products or services?  Should they have a certain structure?  Should they have a certain credit rating? Should they be able to lead you to more business?

By identifying your ideal client characteristics, you will be able to identify what an ideal opportunity looks like and hence your sales team will be able to identify where their time should be spent and become more efficient with closing more ideal clients to grow your business faster.

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