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Sweet Spot Matrix
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Sweet Spot Matrix
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Sweet Spot MatrixCopyright holder is licensing this under the Creative Commons License, Attribution-No Derivative Works 3.0 Unported http://creativecommons.org/licenses/by-nd/3.0/.
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Sweet Spot Matrix GoalsCreating standard definitions for “best fit” prospects
Establishing consensus across sales and marketing
Consistent marketing campaigns and messaging
Focusing prospecting efforts on priority relationships
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Best Practices• Create a prospect Sweet Spot Matrix specific to
your company• Establish criteria for target client characteristics
and attributes, such as:– Size, vertical market, special needs, etc.
• Classify buyer drivers and considerations • Validate and rank prospect types based on
target criteria • Separate prospects into Best, Bad and Neutral• The rest are not a target!
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Example Sweet Spot MatrixCategory Best Fit Good Fit Weak Fit
Annual Revenues
$10m to $50m $5m to $10m or greater than $50
Less than $5m
Geography US based North America Outside North America
Support Model Shared Desk Dedicated Desk After Hours / Overflow
Providing Proprietary or technology product or service
Order Fulfillment Order Fulfillment
Growth StageStage 2 Mature Start up
Top ObjectiveQuality of Service, Growth Enablement
QofS, Cost, Growth Cost containment
Group Supported
End Customers End Customers Internal Users
Services Needed
Tier 1 & 2 Tech Support Tier1 & 2 General Complex, Level 3
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Sweet Spot Template
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Category Best Fit Good Fit Neutral Fit
Criteria 1
Criteria 2
Criteria 3
Criteria 4
Criteria 5
Criteria 6
Criteria 7
Criteria 8
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Finding Prospects: Additional ResourcesNew Model Sales, Marketing and Social Media Experts
• McDonald, Keegan Marketing Plans That Work• Seley and Holloway Sales 2.0• Ardath Albee Marketing and Content• Chris Brogan B2B Social Media• Brian Solis Social Media• David Meerman Scott Marketing and PR• Gerhard Gschwandtner Sales 2.0
Sales Benchmarking• CSO Insights
New Tools Directory• 9 categories of sales and marketing best practices and dozens of downl
oads
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3FORWARD.com Create. Increase. Accelerate.TM
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Sales Readiness
3FORWARD Become a Fan
3FORWARDDan_3FORWARDMattat3FORWARD
Sales Leaders Blog
Sales Leader Resources
New Tools Directory
3FORWARD Resources
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3FORWARD.com Create. Increase. Accelerate.TM
