The absolute most important thing you can do as a company is make sure you are selling to the right people. No matter how good your salesman is, you are going to sell a lot more refrigerators in the Bahamas than you will in Siberia.

As you think and rethink about your Ideal Audience, here are some statements to help you make a good decision.

 

It’s easier* to sell to people who are already used to paying for what you are selling; it’s harder to sell to people who are used to getting it for free. [Read more…]