Sweet Spot Matrix Find this helpful Please tell

Sweet Spot Matrix Find this helpful? Please tell your friends!

Sweet Spot Matrix Copyright holder is licensing this under the Creative Commons License, Attribution-No Derivative Works 3. 0 Unported http: //creativecommons. org/licenses/by-nd/3. 0/. All trademarks are those of their respective companies. Please feel free to post this document - in its entirety - in your blog or email it to anyone you feel would benefit from reading it. Thank you. Find this helpful? Please tell your friends!

Find this helpful? Please tell your friends! Sweet Spot Matrix Goals Creating standard definitions for “best fit” prospects Establishing consensus across sales and marketing Consistent marketing campaigns and messaging Focusing prospecting efforts on priority relationships 3 FORWARD. com Create. Increase. Accelerate. TM 3 © 3 FORWARD, LLC

Find this helpful? Please tell your friends! Best Practices • Create a prospect Sweet Spot Matrix specific to your company • Establish criteria for target client characteristics and attributes, such as: – Size, vertical market, special needs, etc. • Classify buyer drivers and considerations • Validate and rank prospect types based on target criteria • Separate prospects into Best, Bad and Neutral • The rest are not a target! 3 FORWARD. com Create. Increase. Accelerate. TM 4 © 3 FORWARD, LLC

Find this helpful? Please tell your friends! Example Sweet Spot Matrix Category Best Fit Good Fit Weak Fit Annual Revenues $10 m to $50 m $5 m to $10 m or greater than $50 Less than $5 m Geography US based North America Outside North America Shared Desk Dedicated Desk After Hours / Overflow Proprietary or technology product or service Order Fulfillment Stage 2 Mature Start up Quality of Service, Growth Enablement Qof. S, Cost, Growth Cost containment End Customers Internal Users Tier 1 & 2 Tech Support Tier 1 & 2 General Complex, Level 3 Support Model Providing Growth Stage Top Objective Group Supported Services Needed 3 FORWARD. com Create. Increase. Accelerate. TM 5 © 3 FORWARD, LLC

Find this helpful? Please tell your friends! Sweet Spot Template Category Best Fit Good Fit Neutral Fit Criteria 1 Criteria 2 Criteria 3 Criteria 4 Criteria 5 Criteria 6 Criteria 7 Criteria 8 3 FORWARD. com Create. Increase. Accelerate. TM 6 © 3 FORWARD, LLC

Find this helpful? Please tell your friends! Finding Prospects: Additional Resources New Model Sales, Marketing and Social Media Experts • • Mc. Donald, Keegan Seley and Holloway Ardath Albee Chris Brogan Brian Solis David Meerman Scott Gerhard Gschwandtner Marketing Plans That Work Sales 2. 0 Marketing and Content B 2 B Social Media Marketing and PR Sales 2. 0 Sales Benchmarking • CSO Insights New Tools Directory • 3 FORWARD. com Create. Increase. Accelerate. TM 9 categories of sales and marketing best practices and dozens of downloads 7 © 3 FORWARD, LLC

Find this helpful? Please tell your friends! 3 FORWARD Resources Sales Readiness 3 FORWARD Become a Fan 3 FORWARD Dan_3 FORWARD Mattat 3 FORWARD Sales Leaders Blog Sales Leader Resources 3 FORWARD. com Create. Increase. Accelerate. TM New Tools Directory 8 © 3 FORWARD, LLC

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