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Carly Lehner, Enablement Business Partner, Salesforce
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Your CRM is lying to you
Every territory plan, hiring forecast, and pipeline target you've built is based on incomplete data.
On average, 70% of accounts in B2B CRMs don't match who actually buys, while 60% of real buyers are completely invisible.
This report from GoodFit shows you how to see your full market for the first time, so you can stop wasting resources on accounts that will never close and start building pipeline from the ones that will.
Capture your invisible market
Revenue enablement leaders are drowning in tools, signals, and data, yet pipeline has never been harder to build.
But your tech stack isn't the problem. It's that your market definition is built on proxies that don't reflect reality. This report gives you the framework to define your true ICP, surface the accounts that legacy data can't find, and keep your market current as it changes.
Inside, you'll learn why legacy ICP filters fail, how to use classification models to find accounts that don't exist in any database, and how to keep your market accurate as 7% of it shifts every single month, so your GTM engine is built on reality, not assumptions.
What you’ll discover
How one company **slashed their target list from 300K to 13,000 accounts, **and why that smaller number represents their true market. (Page 12)
The "HQ location" trap that's causing you to miss qualified accounts, and the geographic signals that actually matter. (Page 10)
The three-step process for capturing accounts that traditional data providers simply cannot surface. (Page 29-30)
Why your market mapping exercise from six months ago is already **dangerously outdated, **and the exact rate of decay you should expect. (Page 26)
Why employee count is a spectacularly poor filter for identifying your actual buyers, and the surprising data points that work far better. (Page 9)
Two companies with identical headcounts can be completely different prospects. Here's the hidden variable that reveals which one will actually buy. (Page 9)
The critical difference between enrichment and sourcing that most revenue teams completely overlook, and why it's costing you the majority of your market. (Page 22)
The 60% problem: Why the majority of your addressable market is completely invisible to your team, and the three reasons this gap exists. (Page 4)
How one privacy software company increased qualified accounts by 170% while giving reps two full days per week back. (Page 21)
Grab your copy
This report costs you nothing, but it could change how you build pipeline forever. Download it now to see exactly how much of your market is invisible, understand why your CRM is full of accounts that will never buy, and get the framework to capture every account you can actually sell to.
If you've ever suspected your team isn't targeting the right accounts, this is your proof, and your playbook.
Grab your copy
This report costs you nothing, but it could change how you build pipeline forever. Download it now to see exactly how much of your market is invisible, understand why your CRM is full of accounts that will never buy, and get the framework to capture every account you can actually sell to.
If you've ever suspected your team isn't targeting the right accounts, this is your proof, and your playbook.
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