Technology is everywhere and our use of it in business is still spreading like a wildfire. From simple email to communicate within an organization, to highly specialized software whose sole purpose is to track a buyer through every single step of their journey, sales teams are no exception to the technological uprising of the twenty-first century. Although, many see this as a point of leverage to the sales pro, unless carefully targeted, all of your outbound efforts will likely drift into the dark abyss of the internet like the embers of a bonfire. In the article, ICP + TAM = A Sales Qualified Lead Machine, author Daniel Barber emphasizes how time is the most important resource to a sales professional. According to Daniel, by following his recipe and combining the Ideal Client Profile along with the Total Addressable Market, you will find the most qualified leads for your company. By scaling his detailed tiers and adding your own sales fuel to the fire, you will find yourself with more time on your hands and more money in your pocket.
