Once you’ve determined your ICP and discovered your Total Addressable Market (TAM), it’s time to decide which leads to pursue. To determine where to focus your sales and marketing efforts, you need a way of scoring your leads across your TAM by their propensity to buy your product or service. Before you consider buying behavior, CRM data, feedback, discovery process, channel analysis and continuous refinement, you need a place to start. If you start with buyer behavior, you might spend mo...| Leadspace
Thoughts, tips and best practices for B2B Sales and Marketing. Insights from industry professionals to help you excel.| Leadspace
Traditionally, salespeople will search around their sales list for the companies that showed standard intent and guess at who would be good to reach out to by eyeballing job titles, not even knowing if the titles are correct and up to date, which ones have already been lit up by their sales/marketing teams, or which regions these intent signals are coming from.| Leadspace
The problem is that databases from most vendors are static. They reveal the data at that specific moment in time, then expect us to manually amend it with new data constantly. This is a serious point of pain for sales and marketers. Beyond outdated buyer data, sales and marketing generally work off of different siloed data without a single source of truth. Marketing might send a lead to sales, only for sales to see in their system that the lead doesn’t seem to match their ICP and put it on ...| Leadspace