To segment or not to segment that is the question.
For too long sales has allowed marketing to dictate what a segment should be. But the simple reality is that sales segmentation and marketing segmentation are substantially different. In fact, it is these very differences that make sales strategy so different from marketing and even corporate strategies.
Marketing defines segments as “A group of people that share one or more demographic and / or psychographic characteristics”.
However, sales people deal with people, not groups.
Traditional segmentation usually takes into account how attractive a segment is to a company, and how competitive the … read more by subscribing.
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