How to quantify & score user pain — Jordan Crawford // Blueprint

Jordan Crawford, Co-Founder of Blueprint, shares his knowledge on implementing a successful go-to-market strategy. Figuring out the pain-points of your prospects is only one half of the equation. When you have figured them out, how do you quantify this data? Today, Jordan discusses how to quantify and score your user's pain

Show Notes

  • 02:49
    How to figure out who needs your products and services most
    You have to start with the customer base you already have. Look at why those customers chose you to determine who you should be trying to target and engage.
  • 04:50
    Finding qualified prospects
    Figure out what pain-points your products and services solve for your existing customer base. Then use that data to guide your search for prospects.
  • 06:25
    Looking for prospects identical to your existing customer base
    The aim is to figure out what factors brought customers to you so that you can clearly spot the signs of someone who would benefit from your offering.
  • 08:02
    Engaging prospects at the top of your addressable market
    Invest the time to produce quality research data about a prospect. Theyll appreciate the attention to detail and be more likely to believe that your product is also high quality.
  • 11:21
    How to score the pain
    The closer a prospects profile is to your existing customer base, the more likely you are to have success with them.
  • 13:17
    SDR challenges when engaging prospects
    They arent given enough data to engage prospects meaningfully. It boils down quantifying their pain-points during research and passing the data to sales.


  • "The best indication of future buying behavior is past buying behavior." -Jordan Crawford, Co-Founder, Blueprint

  • "You figure out who needs your products and services by looking at your customers, and observing that 10% of users were in this bucket. All you have to do is figure out who meets this model." -Jordan Crawford, Co-Founder, Blueprint

  • "Everything is about planting that flag, and the sandbox that you play in is within 5 feet of that flag. Otherwise, youll be testing random messaging, to random people, and it wont work." -Jordan Crawford, Co-Founder, Blueprint

  • "Youre figuring out the mindset of the person that purchased or worked with you, the inflection points of the company, and looking for public signals about that." -Jordan Crawford, Co-Founder, Blueprint

  • "To get above the noise and research, anchor on a handful of different pieces of information. This not only improves reply rates, but it signals something about the quality of your product." -Jordan Crawford, Co-Founder, Blueprint

  • "Outreach for my clients, where my brand isnt known, has still been lead gen for me. People say its the best email they ever received, ask who wrote it, and want to know about the product." -Jordan Crawford, Co-Founder, Blueprint

  • "When a lot of SDRs are asked to do their job, none of that work is ever done. They have no understanding of what you've tried, and they don't decode all of your customers' buying moments by pain." -Jordan Crawford, Co-Founder, Blueprint

  • "Talk to past customers to observe patterns in the market. The tricky part is getting to where you can tell an outsourcer to score the company, and tell you yes or no, across 5-10 variables." -Jordan Crawford, Co-Founder, Blueprint

Up Next: