Seven Corners Featured in Rescue A CEO: 24 Entrepreneurs Share Their Number #1 Sales Tips

Feb 28, 2019

By Mercy 

In the article, Jim Krampen shared his advice around carefully evaluate the profile of clients you want:

“Focus the majority of your time evaluating the profile of clients you want, which will decrease the time and resources in the sales cycle, as well as improve your sales conversations. Not all ‘good prospects’ will make ‘good clients.’ Focus your prospecting and sales activities on prospects that will meet the criteria a ‘good client.’ Start by asking yourself the following questions: Is the potential client in your market (distribution channel) or other markets and distribution channels that you are not currently in, but share the same end users? How will it benefit your company in the short and long run? Do the potential clients in the business channel align to your current products and services? After you answer the above, you will have a profile of a “good client.” From there, you can focus your prospecting and sales efforts targeted at these clients, whom you know you can service at a profitable level, align to your short and long term goals, and have the least disruption in your company.”

Read the full article here



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