Target Marketing to Improve Effectiveness of Sales Prospecting

Over the past few years, some clients have approached us to help them with their sales prospecting programs. Many of them had experienced lower productivity and diminishing returns from their sales force activity, and wanted to improve the efficiency of their sales calling efforts. TMD has developed a “Targeted Marketing” program designed to identify pre-qualified, high potential prospects for a company’s sales force. The process analyzes a company’s existing customer base, prepares one or more profiles of a company’s top/best customers, then uses these profiles to identify companies with similar characteristics in new or existing markets. The program is based on the premise that prospects with characteristics similar to a company’s best customers will exhibit similar buying behavior and, therefore, are high potential prospects. A number of our customers have used our Targeted Marketing program and reported improved sales productivity and substantial increases in sales over time.