“I am often asked, ‘what is the ideal length for an email message?’ and ‘what subject heading gets the best open rate?’ My response is always, ‘None of that matters as much as making sure you are putting your message in front of the right audience.’” Lara Triozzi
CEO of MarketLauncher
At ML, we have learned that there are three essential phases to building a TAM that will fuel your sales success.
- Phase One. Develop Your Ideal Client Profile, Buyer Personas, and Value Proposition.
- Phase Two. Conduct Research to Identify the Companies that Comprise your ICP and the Buyers that you Want to Engage.
- Phase Three. This is the most often overlooked and, to ML, the most valuable phase. Invest in a Program to Validate Your TAM.
Follow these and you will come away with a strong TAM that will support your sales efforts and get you in front of the right buyers faster.
