The first step in building your Target Filter is to determine the categories of your criteria–not the metrics (they come next) but the criteria themselves. That is, categories like
- Size of the company
- Geographic Location
- Annual Revenue
- Incumbent Provider of What We Sell
- Financial Stability
- Leadership Team
- Source of our Lead
- Budget for our Product/Service
Every whale hunting company will have a different set of categories that are important to you. Sit down with your leadership team and a whiteboard to define the categories that matter to you. Argue about them! Test them against your current or past customers. Then get ready to set target metrics as the basis for your research.
Learn more about building a Target filter in Whale Hunting: Land Big Sales and Transform Your Company.