In the last few blogs I discussed how to discover your TAM and assign territories, then how to…| Leadspace
Predictive Fit models enable us to go beyond reliance on subjective sales insights, static firmographic data, or potentially noisy intent data. Ultimately, when you analyze your own business you quickly realize that your opportunity conversion funnel follows the 80/20 rule - where about 20% of your prospect accounts leads to 80% of your wins and revenue.| Leadspace
Thoughts, tips and best practices for B2B Sales and Marketing. Insights from industry professionals to help you excel.| Leadspace
Now that you’ve figured out your total addressable market and estimated the size of a particular market, what kind of guardrails should you use for putting together your go-to-market strategies? Without guardrails, a company might chase after every potential lead or opportunity and waste time and money pursuing dead ends. First, you need to determine the right company. This involves using your historical first-party data to develop an Ideal Customer Profile (ICP), then comparing it througho...| Leadspace
Sales territory planning is one of the most important components of an organization’s go-to-market strategy. Frequently, sales leaders overlook territory planning as a catalyst for growth. Planning takes time, but right before the start of a new fiscal year or quarter, there’s often not enough time. It is also frequent to find organizations applying cookie-cutter or equal spread logic to the process of carving out territories in hopes of being fair or democratic to all the sales reps. How...| Leadspace
When it comes to tools, everyone appreciates the ones that work, and usually that means they are easy…| Leadspace