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
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