How to Include TAM SAM SOM in Your Business Plan The TAM, SAM, and SOM metrics aren’t just calculated as part of your run-of-the-millsales metrics. They’re actually critically important to the very foundation of your business model and should be key components of your business plan. Ho...
efforts, check out OpenView's To find out more, including tips for developing a customized outbound prospecting strategy and details on the best metrics for tracking your prospecting efforts, check out OpenView's eBook, "Building Your Sales Funnel: How to Create an Outbound Prospecting Machine."...
The discovery call is a valuable opportunity to check for additional needs that were not reflected in any of the pre-call research or in the lead capture data. By checking for additional needs the sales professional is also exploring ways to access the customer’swhite space. In doing so the...