It's the Salesperson's Responsibility to Identify Potential Clients

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Identifying and choosing potential clients is left to the salesperson.


How can you do it:


Identify strategic targets when creating a list or if you're an AE you can check for these points while talking to a prospect on a disco.


✅ Who are our best customers? 


Sets the expectation for the kind of customers you or your company wants to work with.


✅ Why did they initially become our customers? Why do they still buy from us? 


Points out your USP. Double down on what's working best for you.


✅ Who do we compete against (on this deal)? 


Your primary competitors. If your customer is checking out tools that don't fall on this radar, get a clear picture of the needs before moving forward otherwise you'll be wasting your time.


✅ Why and when do they beat us? And why do prospects choose us over them?


Helps you understand the capabilities of your solution and you'll stay away from over-promising. (I talk about this all the time)


✅ Why and when do we lose business? 


Gives you a better view of building a realistic pipeline. When you know your solution can't help with the prospect's ask never move forward. 


Do not create opportunities based on HOPE!


We want to pursue prospects that look, feel, and smell like our very best clients. We know we bring value to the equation, and we have instant credibility.


hashtag#pipeline hashtag#opportunities  

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