Salespeople who are exceptional at targeting high-probability prospects are 12% more likely to exceed quota on a regular basis, says a recent CSO Insights study.
Even so, targeting top prospects is often easier said than done, especially in a marketplace where buyers' needs and responsibilities are constantly shifting.
One strategy: Perform an audit of sales from the past year to create a "prospect profile" based on common SIC info, titles, region and buying history, etc.
Use that info to determine which prospects have the best chance of becoming buyers and focus your time and resources accordingly.
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