Defined by Your Clients

When salespeople are making their pitch, a frequent question they field is, “Who are some of your clients?”  Why does this matter?  Because, like it or not, we’re defined by the company we keep.  So here’s a thought: consider your vision of who you want your company to be (you do have one of those, don’t you?), then ask yourself what clients that kind of company would have.  There’s your prospecting list.