Are you still selling or marketing like the 90s? Is it working? How much do you know about your clients and prospects?
Times have changed and things are harder these days - our clients tell us their targets are higher, the market isn't what it used to be like. It can sound like doom and gloom but there is a solution. Shape up. Improve. Get more sophisticated and smarter. Be more targeted and spend more of your dollar on fewer prospects. Maybe you should find those which belong to your Tier 1 prospect profiles (and if that is overly saturated the more you need to do so) but include your Tier 2s as well.
It doesn't hurt to know more about your target market (especially those that have a higher propensity to buy more from you) and align sales and marketing efforts to focus on these high potentials. You know that once they turn into a client, their value to your organization is huge. It's never too late too start but it wouldn't be wrong to say that if you don't then you will never ever know.
Account Profiling . Contact Profiling . Market Research . Surveys . Customer Relationship Managment (CRM)
BDA Services - Sales Inteligence