Are you able to directly engage with your ideal client? How simple is it for you to reach your audience with your value proposition?
Even if your IC has a genuine need for your offering if you’re not able to engage with them it will seriously hamper your sales efforts.
Prospecting will form a large part of your activity whilst you build up a sales opportunity pipeline.
How much time spent do you want to spent trying to get in front of your IC rather than actually sharing the value you offer with them?