Page 127 - UCSSW - UCS Sales Workshop

The Perfect Prospect

• Visualise your perfect UCS prospect:

(build a straw man)

• Profile of the target opportunity
• Defined market criteria

• Their industry (vertical), size, revenues, employees, distribution
• Key Players
• Pains or critical business issue
• Their attitude to technology
• What technology they currently use

Value your own time – don’t waste it!!