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.

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

In this step-by-step guide you'll find out:

  • Why traditional demographic approaches to segmentation (based on factors like size, sector and location) are never enough
  • Why structural, behavioural and situational factors are far more important when qualifying potential prospects
  • How to leverage the latest profiling principles to target your sales and marketing efforts much more effectively
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