As you answer these questions, don’t try to use them to define all customers. Instead, use these questions to define your best customers, which in turn will help you to identify your best prospects.. The best customers are the ones where you win the deal 9 times out of 10.

1. What defines the types of companies that are my best customers?

2. What do these companies look like operationally?

3. Who is the person in a position of power that makes the promises when my deals/projects get approved?

4. What funding was required to get those projects approved?

5. What level and type of return-on-investment did I prove when I won a deal?

6. What role did technology play?

7. What were the service requirements where I won in the past?

Your best prospects will match the attributes defined by analyzing your best customers to answer the previous seven questions!

Last 5 posts by Chad Koser

• Building Your Zebra eBook Now Ready for Download! - April 21st, 2010
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• Complex Sales and Selling Strategies, Fifth Edition - January 21, 2010 - January 21st, 2010
• Santa has a Zebra! Make your list, and check it twice... - January 1st, 2010
• Complex Sales and Selling strategies, 4th Edition - December 4, 2009 - December 4th, 2009

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