Long ago I discovered that, while we may all "do" pretty much the same stuff, "who" we do it for varies based on market and selling preferences.

What do I mean by that?  If you were to take two IP companies of comparable size and gross income in two very different markets, say one in a city with tons of offices in high rise buildings and the other company in a geographic area filled with high end residential, hotels and so on but with just a few offices, their "mix" would be different.  Very different even though they gross the same amount of revenue.

To sell goods and services at an optimum rate, you need to know who to target and to evaluate where and with whom your successes have derived.  Take out your Client List.  Categorize your clients as to which demographic they fall, Offices, Hospitality, High End Residential, HealthCare, and so on.  Next, assign a dollar value to each of these clients.  I’d use one months recurring revenue as the number.  Add ‘em up.  Any surprises?  Did you learn anything?  If one market accounts for most of your income, ask yourself "why".  Is it because that is the way it breaks out in your city OR is it because that those are the markets you feel most comfortable selling to? 

Hmmm.   Makes you think.  If the answer is that these are the markets you feel most comfortable with, I suggest you start trying to sell to the others and, believe it or not, after the initial uncomfortable feeling, you will be successful there as well.  OR, and this is something that takes huge honesty to confront, if one particular Market is your cup of tea, (say Hospitality), then, go after every hotel in sight.  The main point is to make educated choices.

Now go out there and sell a few TOPsiders for me.