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As a Chief Revenue Officer (CRO), do you sometimes feel like you’re leaving revenue on the table? Despite your best efforts, are there gaps in your strategy that could be holding your team back? Many CROs face three common issues that hinder their ability to drive growth: Opportunity Detection, Account Coverage, and Performance Attribution. These gaps are often subtle but can have a huge impact on your ability to generate sustainable revenue.
One of the biggest challenges CROs face is the ICP (Ideal Customer Profile) Blind Spot. This happens when you’re unable to spot the right buyers at the right time, or you’re missing out on the signals that show which customers are ready to buy. Without a clear picture of who your ideal customers are or when they’re in the buying window, your team may end up chasing leads that don’t convert or wasting time on opportunities that never close.
Not having a firm grasp on your ICP can put you behind competitors who are better at targeting the right buyers. You might struggle to figure out where the best sales are coming from or miss out on repeatable growth opportunities.