Revenue Performance Management: Define Your Ideal Client and Find Them

In a previous blog, I highlighted the 9 steps of Revenue Performance Management.

Let’s look closer at step 1: FIND. You must find or get found by prospects! But first you must define the leads or prospects you will target!

What? Let’s back up. A prospect has, thanks to the internet, instant access to all the information they need to qualify a vendor without ever making direct contact. In other words, the buyer is in complete control of the early stages of the buying cycle. According to SiriusDecisions, 67% of the buyer’s journey is now done digitally.

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