Many companies in B2B sales are looking for more growth in their respective market segments; however, their sales and business leaders are still looking at their markets as whole segments rather than seeing and seizing the lucrative opportunities that micro segmentation can bring.
Without effective micro-segmentation, businesses risk missing niche or unique opportunities and/or needlessly increasing the cost of sales across the segment as a whole. To micro-segment a market effectively, you need to consider (at both the macro and micro levels) the size of each sales segment and the purchasing drivers of relevant customers. From there, you can more easily determine which … read more by subscribing.
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