[versus creating a dream list]
Not every company you want to sell to is the right fit for your products or solutions.
Focus on high-propensity accounts — use your CRM, talk with sales and finance — which customers deliver the highest revenue to your organisation? Identify common attributes.
Use predictive analytics, solutions like Leadspace, Everstring & Lattice, to build a data-driven model that teases out the attributes of companies most likely to be your next customers.