Short excerpt from a talk (YouTube video) advising startups to start by targeting prospects based on founder intuition—those most likely to convert—and then use gathered data (conversion rates by persona) over time to prioritize and refine targeting strategy. Emphasizes beginning with a focused persona while not excluding other potential buyers.
So early, you cast a wide net. I think you go after the person that your intuition is who you have the highest likelihood of closing a deal with. And then over time, you start to get a lot of data and you track conversion rates by Persona. And that then leads you to the sort of strategy of who are we initially targeting and prioritizing? Now, it doesn't mean that at that 100 person company, you only go after the one person that has the highest likelihood of converting. It just means you really start there as you start to have that feedback loop from historical data.
