Passion and impact alone do not drive sales - the company must have a well-identified target market and effectively address its customers’ pain points with a thoughtful sales strategy. An effective impact entrepreneur should demonstrate a deep understanding of their target market and the customer’s purchase criteria and process. The entrepreneur should be able to answer the following questions:
• Exactly who is the decision-making buyer?
• How does the company reach and engage that individual?
• What is the typical sales cycle?