We evaluated the sales pipeline, joined customer calls, and met with all the key stakeholders at the company. We also assessed the marketplace and evaluated the company’s product vs. other offerings on the market. Based upon the information we gathered we defined the company’s current distinctive competence in the marketplace – its unique value to the customer. We then identified and assessed over 35 different customer categories and determined which categories placed the highest value on the company’s current distinctive competence. These are the categories that would have the highest propensity to buy in the short term. We then defined the top company targets in each category and established a targeted sales plan with the sale team.