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Daily Sales Tip: Creating a Customer Profile
When developing your ideal customer profile, first focus on the demographics, or "hard data," of your most profitable customers. This may include company size, industry, geographic location, compatibility of your product, or budget.
It is also important to consider the attitude and values of your best customers -- company culture, propensity to take risks, perception of quality versus quantity, etc.
By combining these two sets of characteristics, you will find you've pieced together the ideal "profile" of the prospects you should pursue first. This will leave you with a shorter list of opportunities, but this list will allow you to achieve a much higher level of success with the least amount of time and effort.
Source: Sales training organization Miller Heiman
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