Most companies today operate on a Sales Model. They create great looking web pages and dispatch armies of sales people to pound on customer doors in an all-out effort to convince them to make a one time purchase. However, in many industries today the product offerings have become ubiquitous. With little distinction between products, factors…
Read moreHow Are You Segmenting Your Market?
How do you segment your market place; by customer size, maybe by industry type or perhaps geographically? At a recent talk, Wharton Professor David Reibstein suggested that if you aren’t segmenting by customer needs you’re making a big mistake. Here’s why …. A large computer hardware supplier was struggling to connect with their market. Sales…
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