"A finite target list is essential for a successful new sales attack. Salespeople who succeed in acquiring new business lock in on a finite number of strategic targets. They’re confident these prospects have been chosen for the right reasons, and they methodically work and rework that finite set of accounts. Over time, these successful hunters get noticed, get in, build relationships, and begin gaining traction. This only happens because they have committed to this defined list and are therefore able to penetrate targets with their sales weapons."
Trecho retirado de "New Sales. Simplified" de Mike Weinberg