Narrow To One Market
“It is essential to narrow to one market segment and focus on that segment until you are 100 percent clear that you have product-market fit with your company and product.
To help your process in narrowing down to one market segment, follow this process.
1/ Categorize or label your current customers by market industry, vertical, or segment.
2/ If you find that you are supporting customers across multiple verticals or segments, develop a scoring matrix that enables you to rank your customers based on results they are achieving, deal size, ease of deal development, and customer-support costs.
3/ After you’ve performed some basic scoring, write out what you enjoy about each customer and segment, and explain in writing how each customer and segment helps you to achieve the mission and vision of your company.
4/ Then, run this same analysis with the active deals in your sales pipeline match this customer segment.”
[Excerpt from my new book – “Stop Hustling, Start Scaling.”]
Did you know you can download a free & complete PDF version of the book? Link below.
Download the ENTIRE Book here: salesqualia.com/book