Prospect profiling

[bizal]

A recent sales survey found the follwoing was sad but true:
 
Over 80% of MD's in companyies less than 3 years old felt that they could close better than half of all sales leads:
 
70% of the MD's did not know what the perfect profile is for a typical company buying thier product / service.
 
What is worring from this figures is the simple fact that most companies offer something of value to a company or someone, and yet send out blanket mailers, email adds, cold calls etc to people / companies that will not buy the product or service in the next 3 months or even worse will never be in the market.
 
The key question I would like to ask is, would you rather send out 1000 untargeted mailers, or 50 to people you know will be looking to buy your product / service in the next 3 months?
 
Oh and remember junk mail/ spam is only anoying if you are not looking for that product/ service.
 
last but not least a wee test!!! To date I have only ever had 3 correct answers.
 
discribe the profile of the first companies/ people who bought Wirless networking when it was launch a few years ago?

[Business Brian]

No idea on the question - especially as it's near my bed-time.
 
 However, an explanation of profiling itself would be interesting - how much of the "non-secret" elements are you able to share with us?