Forrester Report: Introducing the insights- driven targeting spectrum

How sales and marketing can target better together, using insights to identify and convert high- potential accounts Are you looking to drive sales performance and guide strategy across revenue teams? Then you might be considering an investment in insights-driven targeting .

Businesses committed to an insights-first approach to targeting that leverages multiple data sources and predictive technologies find:Increased productivity Accelerated growth Greater organizational alignment Read Forrester’s latest research on what they’ve identified as the six key targeting capabilities and how companies can move up the targeting spectrum to maximize their go-to-market efforts and drive more revenue.

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We effectively leverage scenario planning and modeling to build a comprehensive sales strategy and remain agile with quickly accessible contigency plans
No - we don’t currently require this Not yet - but we have begun to think about this Yes - we have some systems in place, but a way to go yet Almost there - still room for improvement Yes - we are fully able to do this with our existing infrastructure

We are able to accurately forecast revenue at the speed demanded by leadership, and share timely projections with relevant stakeholders across the business (Finance, HR, Supply Chain, etc.)
No - we don’t currently require this Not yet - but we have begun to think about this Yes - we have some systems in place, but it's still a manual process Almost there - still room for improvement Yes - our sales forecasts are accurate and easily accessible

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