TARGETING (EPISODE 3 OF TERRITORY MAPPING)

Targeting is always started but rarely completed in sales. Most reps, managers and executives know where they should go and who they should visit. However, they miss several key pieces. We cover these areas in this episode of the series:

• Safe Spaces - Who are you practicing on?
• Champions - Who will help you keep the deal alive?
• Industry - How do you work within the general market landscape?
• Your Bag - Do you have a Leader, Needer or Beater?
• Customer Type - How do your customers/prospects match your bag?

From there it comes down to the territory plan...

1. Your number to hit
2. Products you push to hit that number
3. Prospects that buy the products that you push to hit your number

As an added bonus, we speak about what can you do when you get ahead of your number?

Come and find us at www.TheSellingPodcast.com!

Scott Schlofman
Mike William

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach