1. Sweet Spot Matrix Find this helpful? Please tell your friends!

2. Sweet Spot Matrix Copyright holder is licensing this under the Creative Commons License, Attribution-No Derivative Works 3.0 Unported http://creativecommons.org/licenses/by-nd/3.0/.http://creativecommons.org/licenses/by-nd/3.0/ All trademarks are those of their respective companies. Please feel free to post this document - in its entirety - in your blog or email it to anyone you feel would benefit from reading it. Thank you. Find this helpful? Please tell your friends!

3. Sweet Spot Matrix Goals Creating standard definitions for “best fit” prospects Establishing consensus across sales and marketing Consistent marketing campaigns and messaging Focusing prospecting efforts on priority relationships 3 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

4. Find this helpful? Please tell your friends! 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! 4 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

5. Find this helpful? Please tell your friends! Example Sweet Spot Matrix CategoryBest FitGood FitWeak Fit Annual Revenues $10m to $50m$5m to $10m or greater than $50 Less than $5m Geography US basedNorth AmericaOutside North America Support Model Shared DeskDedicated DeskAfter Hours / Overflow Providing Proprietary or technology product or service Order Fulfillment Growth Stage Stage 2MatureStart up Top Objective Quality of Service, Growth Enablement QofS, Cost, GrowthCost containment Group Supported End Customers Internal Users Services Needed Tier 1 & 2 Tech SupportTier1 & 2 GeneralComplex, Level 3 5 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

6. Find this helpful? Please tell your friends! Sweet Spot Template 6 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM CategoryBest FitGood FitNeutral Fit Criteria 1 Criteria 2 Criteria 3 Criteria 4 Criteria 5 Criteria 6 Criteria 7 Criteria 8

7. Find this helpful? Please tell your friends! Finding Prospects: Additional Resources New Model Sales, Marketing and Social Media Experts McDonald, KeeganMarketing Plans That WorkMcDonald, Keegan Seley and HollowaySales 2.0Seley and Holloway Ardath Albee Marketing and ContentArdath Albee Chris Brogan B2B Social MediaChris Brogan Brian Solis Social MediaBrian Solis David Meerman ScottMarketing and PRDavid Meerman Scott Gerhard GschwandtnerSales 2.0Gerhard Gschwandtner Sales Benchmarking CSO Insights New Tools Directory 9 categories of sales and marketing best practices and dozens of downloads9 categories of sales and marketing best practices and dozens of downloads 7 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

8. Find this helpful? Please tell your friends! Sales Readiness 3FORWARD Become a Fan 3FORWARD Dan_3FORWARD Mattat3FORWARD Sales Leaders Blog Sales Leader Resources New Tools Directory 3FORWARD Resources 8 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

9. Sweet Spot Matrix