Who are you selling to? Is your product/service vertical market focused? Or is the target for your product/service 'anyone with money'? Many sales people waste a lot of time focusing on the wrong market, or the wrong target contact within your prospect. How long is your sales cycle compared to your competitor? Are you told by your sales manager (director or VP) that you just need 'to get out there'? Or that you need 'more horse power'? It could be that you, your sales team, and/or your company is focused on the wrong market, or the wrong target within your prospect. You might not need more horsepower, you might need to be more focused, maybe in a different market. In this workshop you will review where you are focused and why. You will gain a better understand of what you need to take into account when targeting a specific market, or a specific contact within your target. You will gain better insight into your target market and why. This knowledge will empower you to save time and resources in the wrong areas and on the path to driving more sales.