Targeting the Right Clients
Targeting the Right Clients (Module 1)
Targeting the Right Client is vital from a strategic focus point of view. The exercises and collaboration within this module provide a system that can be operationalised to ensure sales staff, support people and executives are getting their best return on investment of Time, Energy, Ability, Money and Reputation. A Profit Locator will be developed in this module with various tactics to develop a list of A, B, C categorised clients that are intended to be gained, regained, developed or retained. This module is the core of several of the 25 modules, as focusing the sales professional’s efforts allows for all of the other core principles to produce results.