discoverorg defining your target market building your call list
TRANSCRIPT
Defining Your Target Market & Building Your
Call List
Presented By:Dan Fisher
Managing Director
Introductions & Background 18 years sales and sales leadership
experience IT staffing, consulting and enterprise
software Led Regional, National Sales Teams
Consulted/Trained with over 200 IT Staffing Firms Nationally
www.menemshagroup.com | [email protected]
Agenda1. Selling Today…..a Numbers Game?2. Understanding Today’s Marketplace3. How To Define Your Target Market4. Prospecting & Lead Generation Strategies
www.menemshagroup.com | [email protected]
Poll Question:Is Selling Purely a Numbers Game?
Targeting Accounts NOT a Numbers Game
Targeting Accounts-NOT a Numbers GameSelling Today is About…..
Selling to Selling to select companies select companies that meet that meet youryour pre-defined parameters pre-defined parameters (qualification elements)(qualification elements)
Focusing exclusively on getting into these accountsFocusing exclusively on getting into these accounts
Market SegmentationObservations•Limited Buying power•Limited Capabilities in terms of staffing and skills•Work with industry savvy partners that act as “trusted advisors”•React to specific vertical market requirements
•Observations•Less formal buying habits•Purchase based on availability and price
The Ideal Customer Portfolio Mix
10% Enterprise Accounts
10% Small Cap Accounts
80% Mid Market
Accounts
Identifying Target Market AccountsWhat Types of Customers Have You Struggled With?•Why? •What are their common characteristics?
What types of companies have you had success with? •What industries were they in? •What types of problems did your consultants solve?
What types of customers have been the most profitable? •The most enjoyable to work with? •Why?
Identifying Target Market Accounts
Account Characteristics For Defining Your Target Market
Contact Menemsha Group(617) 398-6190 or (888) 553-3083Email: [email protected]
www.menemshagroup.com