The sweet spot is your ideal market from the point of view of its economic potential , but not only economic. Indeed, if you are for example a manufacturer of heat pumps, a global market study can show that the largest market comes from China. However, this market study is not necessarily your sweet spot . The sweet spot is also defined in relation to the differentiating added value that your products or services bring to this market. It also takes into account the resources that you can have to approach it. south africa whatsapp data
If your heat pumps are not very different from the Chinese ones and if you do not have distributors in China, China will not be your sweet spot . We could define it as your accessible market. Your sweet spot will allow you to define your target, to start quantifying it while sharpening your sales prospecting argument.The choice of the most relevant prospecting method is linked to the average sales price of your product. If your cost per lead (CPL) is €300 for the prospecting method chosen for an average sales weight (ASW) of €250, you will immediately understand that you have a problem... The CPL/ASW ratio is a good indicator of the realistic acquisition cost of new customers. It varies greatly from one industry to another. Typically more than 50% for highly innovative technical products to 10% for mature products. Our experience shows that many BtoB organizations underestimate this acquisition cost. And consequently new customers because they compare it to the cost of commercial monitoring of their current business. We have developed methods for calculating the CPL .
This calculation method can help you refine your choice of BtoB sales prospecting method.