It’s important not to be too clever when choosing industries. The best industries to sell to are those with both money and a need – it’s that simple. This makes the selling process far easier.

I’d rather the industry be competitive than have no money or need, that’s a trade-off I’d take any day.

When they have more money, they have more to lose and more to gain if a product reduces risk or improves their business. This all adds up to a better situation for your company.

Selling is hard enough as it is. Don’t make it harder by targeting companies that can’t afford what you’re selling.