Everyone agrees that is important to establish target prospects to pursue. But once you've got that target list set, how should you prioritize your sales efforts? Which accounts or prospects should you go after?
In How to Figure Out Where You Should Focus, Sharon Tal, author of Where to Play, recommends setting pursuit priorities by viewing companies through two lenses: 1) the potential for value creation -- desirability, and 2) the challenge pursuing the business will present -- feasibility.
The "Attractiveness Map" below allows you to easily and visually gauge these factors relative to each other to help you evaluate opportunities and to prioritize your sales process. What you pursue, depends on your value set.