Ideal Customers Cover 200w.pngSales people (and marketers) are capable of wasting an enormous amount of time and energy pursuing "prospects" that are never likely to buy from them.

But it doesn't have to be that way: sales organisations that are able to clearly define the common characteristics of their "ideal customers" are consistently more efficient in converting qualified interest into action.

In this step-by-step guide you'll learn:

  • Why traditional demographic approaches to segmentation (based on factors like size, sector and location) are hopelessly inadequate
  • Why structural, behavioural and situational factors have a far higher predictive value when qualifying potential prospects
  • How to leverage the latest profiling principles to target your sales andmarketing efforts far more effectively
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