Outbound Prospecting timing
Outbound prospecting can take place across all three customer experiences.
- ARGH: Customers in the “Argh! I have a problem” stage means they have a problem you could potentially solve. Sometimes customers are not even aware they have this problem. Finding customers who are a fit to have you help them solve the problem, and if they can benefit from the impact your solution provides should be a priority for them.
- AHA: Customers who already have experienced the problem, but did not know a solution existed, or maybe have heard about some solutions but were unable to spend time on it yet.
- WOW: Customers who are price shopping for vendors and are comparing offerings, sometimes even feature-by-feature.
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs $15K-$50K
ACVs > $50K
