Prospect Qualification and Competitive Analysis

Marketing and sales are essential aspects of any business; marketing manages the customer experience, while sales focuses on the customer relationship. In today's quickly changing world, marketing and sales have had to adapt to virtual selling, social media communication, digital marketing, and more. Nevertheless, some things have remained the same, including the need for consistent branding, the focus on the customer, and the collaboration between marketing and sales. This text looks at these issues in depth. Written for marketing and sales professionals and students, Seamless offers expert opinion, academic theory, real-world experience, and practical advice with explanatory graphics and "Dos and Don'ts" lists to educate and guide readers through the marketing, sales, and account management process to business success. Chapter 3 shifts the focus from the marketing team to the sales team. Once specific market segments and target businesses within those segments are identified, sales teams can work with marketing teams to investigate and understand potential customers' business dynamics, how they buy, and whom the company is competing with to get the business. By exploring the market further, identifying specific target prospects, and taking the time to understand competitors, organizations will create and establish a healthy and realistic sales pipeline and reduce the length of their sales cycle. Straightforward tips on prospect analysis and qualification, competitive analysis, and competitive strategy are all provided.

• Sales
• Sales and marketing
• Strategy
• Sales cycles
• Competitive strategy
• Marketing
• Marketing strategy