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When companies develop their sales differentiation strategy, they often forget that their differentiated aspects don’t matter to everyone — or in all circumstances.

This means that they need a detailed “ideal client” profile to help bring their sales differentiation strategy to life.

Many companies put together a 10,000-foot view of their ideal client, which makes for a great metaphor. Can you hit a target from 10,000 feet away?

I’m guessing you probably can’t, and neither can your salespeople. They need an ideal client profile so they aren’t sitting on dry sales pipelines or running to you demanding a lower price to win deals.

Here are seven areas to address in your ideal client profile:

1. Size

Every industry and every company has its own way of defining size. Some examples are annual revenue, number of employees, number of hires, number of locations, and growth rate.

The profile should address size in terms of range using metrics that are meaningful to your type of sale. For example, if you sell employment services, you would look at the number of hires.

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Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning,  best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at or 763.416.4321.