We have always known that everyone is not in-market for what we are selling, but we haven’t had a create heuristic to estimate how many are in-market and out-of-market. In this episode of Demand, Jonathan Bland sits down with John Dawes from the Ehrenberg-Bass Institute to unpack the 95:5 rule that has been trending on LinkedIn over the last year.
In this episode, we’ll dive into: - How John Dawes came up with the 95:5 rule - How to calculate it to estimate the number of in-market buyers and out-of-market buyers - How the rule be used in practice to determine budget splits - How this applies to ABM based strategies and the risks to be aware of
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