Customer Selection
Choosing the customers whose stories sell.
Workflow
Step 1Prospect Def
ObjectiveDefine who the story must convince.
InputTarget segments
OutputProspect definition
Key activities
Define the buyer the story should persuade
Decision points
Who are we convincing?
Tools: StrategyRoles: Marketing
Success: Prospect defined
Quality gate: Go: sharp. Loop back: broad.
Why it matters
- The right advocate converts the right prospects. Selection is the difference between a story that sells and one that doesn't.
Best practices
- Pick advocates who match your ICP.
- Choose wins with measurable numbers.
- Make participation easy and rewarding for them.
- Confirm timing and scope up front.
Common mistakes
- Any happy customer, regardless of fit.
- Stories without numbers.
- Asking favors without reciprocity.
Key questions
- Does this customer's win mirror our target's problem?
- Are they genuinely willing and able?
Agents that drive this
ListenerWriter
Tools we use · alternates in [ ]
HubSpot[ Salesforce, Pipedrive, Attio ]Notion[ Confluence, Obsidian ]