You’ve got your customer segmentation down pat you know who your customers are and you know where your customers are going to be if you want to talk to them. Now the thing that you need to figure out is what the Key Indicators are that show you when a prospect is an ideal customer.
When it comes to observing the rate of change, nobody knows it best like a business owner. New companies in your industry spring up overnight and the revolutionary products of last year or the year before, are now old news. Companies that don’t integrate their technologies and keep them best-in-class are rendered obsolete as the market out paces them.