In this episode of the Prime Resources Podcast, BDR senior service coach and trainer, Jennifer Shooshanian, discusses the importance of identifying your target market and focusing your marketing on key segments that need your service. Jennifer helps outline the process of moving potentials suspects to active prospects - through research, filtering and networking. Gain an advantage over your competition in the market by learning and implementing this process in your commercial maintenance program!

(01:37) – What is a target market?

(02:20) – How to define a target market for commercial maintenance

(04:56) – Identifying your company’s core competencies for commercial work

(12:48) – Fine-tuning your target market and suspect list through research

(17:02) – Who does the research in your company?

(19:34) – When to move a sales suspect to a sales prospect

(24:25) – Qualifying active prospects

(31:50) – Final thoughts