Sales Hunting by David A. Monty

Author:David A. Monty
Language: eng
Format: epub
Publisher: Apress, Berkeley, CA

Number of servers

Amount of data, if known

Vertical market

Our company trust meter

Is the customer’s organization growing or shrinking?

Competition trust meter

Do they buy on relationship, price, or something else?

An ideal customer profile would assign a range to each of these values. For example, your company might do well with customers who have revenues between $500 million and $5 billion. You use such characteristics to develop a ranking system for prospective customers, and to use once you start to gain access to customers.

The ranking system is meant to be a living document to help you determine where you need to spend your time. Traditionally, the only metric you had to allocate your time was your forecast, which is 100% opportunity focused. I have shown, several times, that opportunity with new customers can’t be trusted. In short, this ranking system is the tool you need to determine which customers are worth your time.

I have developed an easy-to-use worksheet (Figure 11-4) that you can download from by web site, www.huntingwithtrust.com . In the first tab of the worksheet, you enter the attributes you want to rank or track. You then enter the unit of measure, the maximum value, and the relative importance of each attribute.

Figure 11-4.Attribute worksheet in ranking system

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