There is one question I want to ask you today, does your current customer and prospect list qualify to be on your customer list? I ask this because I was looking at my list the other day and realized that some of the companies on my list really shouldnt be there. When I started creating my prospect list, everyone on it seemed to fit my customer profile. However, now Im not so sure. Some of the prospects simply dont match my customer profile after all. This also came up with a sales coaching client when they discovered the same thing with their prospect list. All I had to do was ask a few questions about the prospects on the list. It was the perspective that made the difference. We couldnt match the ideal customer with what was on the prospect list. It was easy to discover the problem.

Do yourself a favor and measure your prospects against your sales plans criteria for prospects. Do it before it is too late. We cant get good results from bad prospects and if our prospect list needs to change, adjust it sooner, rather than later. One solution is changing the methodology and process of finding prospects.

Take a different perspective

If youre managing a sales team, any time is a great time to review your sales plan and prospect lists. Industries and businesses change and you might need to modify the contents if you know what I mean. The sales plan, any sales and marketing plan may have started with all the right logic and intentions. However, things change, markets shift and what may have started out as a good plan, may have gotten out of hand. Sometimes we need to step back a little to gain a better perspective on what we are doing.

If you dont have a target customer profile, shouldnt you have one? Think of your prospects as the building blocks for a building. We would be kidding ourselves if we didnt admit to wanting a few strong, massive and secure cornerstone customers. Most importantly, we want solid customers we can build a reputation with. Lets imagine that our original sales plan was to support 150 core customers. The strategy is to develop a community of customers that you enjoy working with and both parties profit from working together. Qualified strategic partners are out there and we should be looking for them.

Steve Martinez

My name is Steve Martinez and I started this business development company to eliminate sales failure. I have spent the last few decades honing my experience as a National Sales Manager, Sales Trainer, Mentor and Author of Selling. This history provides the depth of my experience and value to you as a client in the Business to Business marketplace.

I am proud to say that our innovative sales management strategies are revolutionizing sales for business to business companies. My clients are taught the advantage of building long term profitable relationships using his customized sales action plans. The results are nothing short of magical. Salespeople are able to perform twice, three times and, in some cases, ten times what they used to do before. Sales Managers enjoy the Selling Magic system as they more effectively manage and forecast sales.

I am not new to sales management, technology and sales workflow. I bring 25 years of business management consulting experience. I have been fortunate to have traveled the United States as a National Sales Manager, National Account Executive where I learned the real world lessons of sales. I've also worked for franchise organizations leading sales to a network of over 700 salespeople.

I wish I could say that sales success came easy. It didn't! I had to work at selling and learn the tough lessons. fortunately, this made me stronger and wiser. Through my experience I learned why businesses fail and why salespeople struggle in sales.

I enjoy applying these valuable lessons, focusing on teaching others how to increase sales, become more profitable using technology and following the best practices of Customer Relationship Management.

Our clients tell us, Selling Magic is a logical choice. It provides advanced business development strategies. We are certified members of the Cargill Consulting Group and the Mastermind Consulting Group. Selling Magic delivers sales management and Customer Relationship Building solutions with a suite of consulting services designed to enhance your business.

Steve is an accomplished speaker and writer for business development projects. Sales Automation, Sales Coaching and E-Marketing are his primary projects in business development.

We invite you to discover the Selling Magic approach to sales management and how Selling Magic can help you "out wit, out smart and out last, your competition."