Mark Osborne explains how to map the customer journey to identify who's ready to buy. He recommends profiling your customers and studying competitors' customers to sharpen your sales targeting and strategy.
If you don't know how your customers come to a decision and how they purchase your services, you're going to have a harder time at identifying the individuals who are ready to buy than not. And so it's a great place to start by doing some of that customer journey mapping, some customer profiling as well. Looking at your existing customers is always kind of a great place to start, but I would also caution against that. Right. I would look at what your competitors' customers are. If there's something to be said about a lot of industries is that people like to climb to the top of the mountain.
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