Focus on Defining Ideal Customer Profile: Ideal customer profile must be defined in both qualitative as well as quantitative terms. The quantitative parameters would include the measurable and numerically quantifiable dimensions that the customer profile must possess. These would vary with the product or service being sold and the universe to which the target segment belongs. With insights based on decades of practical experience of dealing with large number and variety of customers in multiple industries I can vouch for my observation that qualitative aspects are even more critical than quantitative parameters while analyzing a customer profile. Prioritize Qualitative Analysis over Quantitative one It is highly recommended that prospects be instantly dropped from the prospect list if they fail to qualify on qualitative parameters even when they qualify on quantitative parameters. It would be only wise to prioritize qualitative analysis over quantitative one. As soon as a pr...
We offer quality consulting, training and implementation support for facilitating development of professional organizations that are sustainable and scalable. We at Sales Pathshala help businesses in transforming them into professional organizations by solving their problems and removing barriers to their growth. We offer customized solutions for facilitating transformation of businesses by developing entrepreneurship, management system, organization, leadership and sales enablement.