I spent 15 years in enterprise sales before I understood what was wrong with how we targeted accounts.
I was good at my job. I hit quota. I won President’s Club. I closed a $1.6M deal at Salesforce by sitting across from a CFO and showing him exactly what his outdated system was costing him in overtime. I knew how to sell. What I didn’t know — what nobody had ever told me, and what I didn’t figure out until I started building StrikeZone — was that I had been flying blind on targeting for most of my career. Not because I was lazy. Not because I didn’t have data. Because I was looking at the wrong data.
