Volume 18 Newsletter 11 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 […]
Month: December 2018
How Are You Segmenting Your Market?
Volume 18 Newsletter 10 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 […]