• Demand signals to watch for:
  • Urgency: They need to solve it now, not “someday”.
  • Priority: This project beats out other competing projects.
  • Action: They’ve already tried other options (and weren’t satisfied).
  • Pull: They ask questions, request more info, or introduce you to other stakeholders without prompting.
• Hell Yes Customers:
  • Convert quickly and with minimal convincing.
  • See immediate value and tell others.
  • Represent the demand pool you should design your offer and GTM around.