Learn to identify and target the most profitable customers.
Many B2B companies face the challenge of replicating prior success in a scalable and predictable manner. That’s because many of these companies tend to generate a disproportionate amount of their sales from a relatively small number of customers.
Customer segmentation will help you identify other prospects who are most similar to your best current customers, paving the way for additional sales growth. The research guide will allow you to focus sales and marketing efforts on the customers and prospects that matter most. Learn how to:
- Conduct customer research to identify your most profitable current customer segment.
- Verify hypotheses about the characteristics and behaviors that set those customers apart.
- Identify and target additional prospects that resemble those customers to speed up your sales cycle and fuel sustainable growth.