How to identify the best customers for your business

08/15/2013 | Partners in Excellence Blog

The key to sales success is to figure out what your company does better than everybody else, writes David Brock. Then you need to develop an accurate picture of the kinds of customers who would be in the market for the solutions you can provide. If your business' current capabilities are insufficient, "then we need to acquire the capabilities to solve more or bigger problems," he writes.

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