Currently reading Obviously Awesome by April Dunford and I saw her speak at ContentJam, as well.
On page 50, she had a question that caught my attention and I think it’s just one of those hard things you have to ask yourself sometimes.
“Suppose your company was running out of cash and if the team didn’t close a certain amount of business by the end of the month, very bad things were going to happen. What type of customers would you focus on and why? What are the characteristics of those customers that make them more likely to buy?”
I think it’s easy to get inundated and take on more than we should, and part of this book discusses how we need to focus in on our niche and our best target customers.