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Understanding your ideal customers and how to sell to them
Jan 31, 2019
Leaders in sales and marketing discuss the importance of understanding ideal customers and selling to them. They emphasize the need for defining ideal and non-ideal customers and prioritizing features based on target audience. They explore the elements of a compelling story, team alignment in selling a product, and importance of pipeline and collaboration between marketing and sales.
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Quick takeaways
- Defining ideal and non-ideal customers helps maintain focus and prioritize business goals.
- Effective positioning involves creating a narrative that highlights unique differentiators and contrasts with competitors.
Deep dives
Defining Ideal and Non-Ideal Customers: Lessons from Closet I.O.
Steli Efti, founder of Closet I.O., emphasizes the importance of defining both ideal and non-ideal customers. In order to stay focused and prioritize, it is crucial to explicitly outline who your product or service is intended for and who it is not. By creating customer profiles and even anti-customer profiles, teams can maintain a laser focus on their target audience and avoid wasting time on potential customers that do not align with their business goals.
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