So just who is your customer? Why have they become your customer? How well do you really know your customer? How well are you using this information to target new customers and prospects?

Using the intelligent profile approach a framework is created to determine business development opportunities.

The intelligent profile is created through an individuals own actions, which in turn deliver vital information to you that may be used within the qualification and profiling process. These actions may be requesting a series of white papers specifically relating to an evolving problem of their business. It may be a response to a recently conducted research campaign that is highly applicable to them and their business. In either way to obtain these, the enquirer is encouraged to trade information back and forth to begin a profile building process which when in the hands of the sales person permits more accurate use of such techniques as Solution Selling.