Selling is not a numbers game anymore. Nowadays effective sellers need to study their target markets and only try to sell to companies that are most likely to buy their product or service. It is imperative to figure out who the ideal buyer for your product/service is because then you can decide what market to go into. It is more effective to try and sell to your specific market. In doing so you may have to turn down potential customers in other markets but this will result in increased sales because the focus will be on the specific market. When you build up your reputation in that market than finding more customers will be easier because you will have made a name for yourself in that field. Buyers want to work with 'experts' in their field and if you as a seller only cater to a certain field you can be considered an expert, thus making you a more valuable sales person with a more enticing pitch. Once you have figured out the target market it is important to pick a few companies to work with and spend all your time on those few companies. It is more beneficial to invest all your sales time in a few companies rather than little of it in a bunch of different companies. Targeting your product/service to a specific market can also help save money because you are not spending all sorts of money on ads and marketing in multiple different markets; you just focus on your niche market.

Today sellers must identify the problems or changes that their product/service is solving or changing. Without this information potential buyers may not see the whole picture without the seller telling them. When your product/service solves a problem that can be a great vantage point to selling that product/service.