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How To Get Your First 100 Customers Using Ai In Social Media | Yuliya Bel
Marketing Against The Grain
Understanding the Importance of Fit and Intent in Sales
The crucial factors in sales are the fit and intent of prospects. Fit pertains to whether the prospect aligns with the target market, company type, and decision-making ability. Intent involves identifying prospects actively looking for the product through social signals for timely engagement. Focusing solely on fit may involve a longer sales cycle targeting high-fit companies likely to pay more but require more effort due to a low conversion rate. Conversely, solely targeting intent may yield lower quality buyers who spend less but have a higher conversion rate and faster deal closures. The ideal scenario is finding the overlap between fit and intent, where prospects match the target audience and are actively shopping. Successful startups concentrate on this high fit and high intent quadrant to achieve higher selling prices, better close rates, and shorter deal cycles, propelling business growth.
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