Achieving Sales Excellence: Defining the Target Market for B2B Companies Under $100M
Building on a Firm Foundation One step in business-to-business (B2B) sales stands out as foundational: defining your target market. This step is not just a preliminary task for companies, especially those with revenues under $100M; it’s the compass that guides every subsequent sales and marketing effort. As CEOs and company leaders, understanding and pinpointing your ideal clientele is paramount. Why? Because it ensures that your resources—time, money, and workforce—are invested where they’ll yield the highest returns. The Importance of Target Market Definition At its core, defining the target market is about clarity. It’s about knowing your ideal customers’ needs and …