”By Using Target Account Selling Methodologies, my sales at SurfControl increased by 300% year on year, all while spending 50% less time prospecting.” – Karl Goldfield Chief Evangelist Educator, startup sales mentor.
Mohammed,
This letter is to inform you that your question brings up one of the greatest lessons I learned in sales. You have nailed on the head the misgivings of almost every struggling company and sales organization. The concept of targeting accounts based on industry, size, personality, market challenges, hierarchy, customer focus, and so on and so on, is spoken at the executive and management level, but in this fast paced world broken at the individual contributor level.
I TELL EVERYONE! Know who you want as your next ten customers, and make sure they do very similar things. Why? Because then you can take the time to understand their business and its priorities. You can uncover universal business needs and develop content that is relevant. It empowers you to speak with authority and be seen as an asset. Do it or get passed by those that do.
Sincerely,
Karl Goldfield
P.S. I will be writing an in depth article on this, then a sales training presentation, then a podcast in the next 30 days. Stay tuned.
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