Sales segmentation has become the more powerful way to improve sales effective targeting. Not only does micro (sales) segmentation enable sales to focus on growth areas and reduce unnecessary effort, because of its three-dimensional view of segments - attraction of the supplier to buyers in a segment, attractiveness of the segment to the supplier and competitive position in the segment, it minimise the number of competitors in play, reduces the cost of sales and shortens the sales cycle. Sale segmentation is about micro-marketing - identifying potential buyers in a territory and how best to reach them in order to...
- Improve sales performance
- Provide salespeople with direction
- Identify how the organisation is positioned relative to available alternatives and thereby improving sales closing ratios
- Interpret the position of the organisation in a segment and develop more effective strategies for success